I’ll be blunt: upsells are one of the easiest ways to make more digital product sales without spending more time and effort on marketing, but only if you’re doing it right. Slap a random offer on your checkout page, and you might as well be chucking confetti into the wind — it’s just not going to land. 🙈
So, to save you from that facepalm moment, let’s chat about the top 5 mistakes people make when creating upsell offers — and, of course, how to avoid them like the plague. If you’ve ever wondered how to upsell customers the right way, these tips will keep you on track.
Upsell Offer Mistakes
1. Offering Something That Isn’t Aligned with the Original Purchase
You know how it feels when you go in to buy groceries and then the store tries to sell you a lawnmower on your way to the checkout lanes? That’s exactly what happens when your upsell offer isn’t aligned with what your customer just bought – it’s a huge disconnect and they’re going to walk on past your offer.
If someone’s grabbing your course on content creation, offering them an upsell for… bookkeeping? Nope. 🚫 If it doesn’t make sense, they won’t bite.
How to fix it: The upsell should feel like a natural next step in their journey.
Think: offering templates, coaching calls, or done-for-you services that help them take what they just bought to the next level. This is one of the upselling techniques that turns a meh moment into a win-win. 🙌
Psst — If you want to know exactly how to craft the perfect upsell, check out my freebie Upsell Offer Locker for all the juicy details on picking the right offers and 40+ upsell ideas, categorized by type.
2. Not Including Enough Info on the Upsell Page
You ever get to an upsell page and feel like you’re left hanging? You’re not alone. Not giving enough info about your upsell is a huge reason people bounce.
Your customer needs to know: what is this? How does it help them? And why should they care right now?
If the page doesn’t answer those questions, they’re likely clicking away faster than you can say “wait, come back!”
How to fix it: Be crystal clear about what they’re getting. Use short, snappy bullet points to highlight the features, benefits, and the transformation this offer will deliver. The easier you make it to understand, the more likely they’ll whip out that credit card. 💳
Thrivecart makes it super easy to create informative upsell pages — another reason I’m gaga for it!
3. Not Following Up with People Who Didn’t Take the Upsell Right Away
Look, some people are just indecisive, and that’s okay. But what’s not okay? Forgetting to follow up with them in your email sequence. You might be leaving on the table, fam.
Just because they didn’t take the upsell at checkout doesn’t mean they won’t take it later (at a slightly higher price cause the upsell really is a one time offer).
Sometimes, they need a nudge (or two), and without that reminder in their inbox, you could be missing out on serious cash.
How to fix it: Add the upsell to your email sequence. You don’t have to spam them, but a few friendly nudges can do wonders. Show them why it’s still a great offer, maybe sweeten the deal with a bonus, and keep it simple with a clear CTA like “grab it before it’s gone.”
4. Not Making It Clear They Won’t See This Price Again
Let’s talk about scarcity, baby. If you don’t make it clear that this upsell price is only available at checkout, you’re going to lose a lot of potential buyers.
Why? Because they’ll think, “Eh, I’ll grab it later.” Except… they never will. Trust me on this.
How to fix it: Be bold, be clear—let them know this is a one-time deal. “Only available at this price during checkout!” or “You won’t see this offer again!” — whatever works, but make sure they understand the urgency. Nothing drives action like knowing you won’t get a second chance.
Thrivecart is perfect for creating these kinds of offers, making the whole process easier than pie (and let’s be real, pie isn’t that easy to make… or maybe that’s just me?).
5. Unclear Messaging and Weak CTAs on the Upsell Page
Alright, you’ve got a great offer, you’ve got the urgency — but your messaging is all over the place? Not great.
If you’re confusing people with unclear messaging or your CTA isn’t obvious, they won’t take action. Period. You’ve gotta make the offer irresistible, and the action they need to take ridiculously clear.
How to fix it: Keep it simple. What’s the benefit? Why do they need it right now? And, for the love of all things good, make the call to action super obvious. Big buttons, clear language — “Yes, I want this!” does the trick.
This is where Thrivecart shines again (surprise, surprise). With its clean layout and customizable buttons, it’s a total lifesaver when it comes to creating high-converting upsell pages.
The Takeaway: Upsells Are Easy When You Know What to Avoid
Upsells don’t have to be a nightmare. In fact, when you avoid these common mistakes, they can be a seamless, money-making machine in your funnel. It’s all about alignment, clarity, and timing. And if you’re ready to dial in your upsell strategy, you know where to find me. 😉
Want more tips and templates to get those upsell offers working for you? Snag my Unleashing Upsells course today and start making more from every sale, with less faff.
