Upsail offer

Free with Alternative Revenue Stream

Lost chapter author note

I removed this upsell because I didn't think enough businesses would be able to use it

That being said, it does crush.

2019-ish

The following is a rough paraphrasing of a story a Jim owner told me

who taught me number one, an excellent downsell upsell strategy,

and number two, a really

nice way to graciously exit anyone from a sales conversation who doesn't want to buy your main

product. When someone walks in towards the place and says no to joining, which used to kill me,

I had this realization. Instead of awkwardly escorting them out of my gym, why not offer them

something free instead? Instead, I say, no worries, and hand them a USB drive.

Here's everything you need to do this program from home, absolutely free. You should see their faces. In this industry, everyone's trying to lock you into contracts. They think I'm some kind of sane. But here's the real move. After I give them the USB, I simply add, to get you a head start, let's book you for a nutrition orientation so you can see the results you want. The orientation's on us. We just want to get this community healthy, and maybe when you can afford it, you'll think of us. Almost 100% of people who said no to my gym membership ended up in these nutrition orientations. And guess what? During these orientations, we sell them supplements instead of workout programs. Here's the crazy bar. These people who initially rejected working out spend 50% more on supplements than my regular clients. I've basically created a no prospect left behind approach, and my sales team loves it because they help everyone who walks in. Everyone around here calls it the no-sale sale. Perfect name, right? I'm selling to people who think they aren't buying anything. And once I started doing that, I thought to myself, why not offer this free USB as my front end and just kept people in? Then I can upsell them an in-person version for money, or they can keep buying supplements from us every month and not use up gym space. Win-win. So that's what I did, and it worked. It goes to show that people want the same problem solved in different ways. Offering multiple ways to solve their problem gives you a few more at-bats. What's more, the strategy allowed him and the gyms who subsequently modeled it in our community a way to turn every single prospect into a sale. There are a few ways to use it, so let's dive in, as a down saw like in the story, or as a primary offer, which he alludes to at the end. We'll dive into both. Description. This is an offer that depends strongly on the types of monetization slash revenue streams available to a business. In the simplest terms, we're providing one type of service or product for free and upselling something else. You can upsell something as a one-time service or product to offset advertising costs. Or you can make the upsell recurring.

Or you can plan your entire business around giving one thing away for free and monetizing

with another.

It works for one-time services or even recurring services, provided the alternate revenue

stream has sufficiently high margins to afford both fulfillment types.

But most variations chunk up to the two larger buckets.

Pared upsell, which is, I give you Thing A for free in exchange for buying Thing B.

Or independent upsell, I give you Thing A for free, and I will encourage you to buy Thing B.

Those are slightly nuanced ways of expressing the same concept or offer,

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