That’s the basic idea behind the One Click Upsell. It’s an offer you display to a buyer after they have made a purchase. It’s similar to the impulse buy grocery stores hope you will make when you are in the check-out lane.
I read somewhere once that humans become tense leading up to a financial transaction, like floodwaters building against a dam. When the purchase is made, it’s like the flood gates open and some people go into “spend money mode” making them more likely to buy a product they wouldn’t have added to their cart just before.
General Flow of a One Click Upsell
- An online shopper chooses what they want to buy, enters their credit card and clicks “place order.”
- On the next screen, they are displayed with an offer, for example, “Purchase Only Offer – Add XYZ item for 50% off the regular price – Click to Add to Order.”
- The item is added to their order and their card is automatically charged. They don’t have to enter their credit card number again, or any other information. It’s a “one click” upsell.
The Upsell Offer
About 9 months ago we helped a client set up a One Click Upsell on their WordPress site running on WooCommerce. We set up a total of 9 offers that were triggered based on the product purchased.
Additionally, each offer contained two options, Product A, and Product B.
Product A was a variable product offer that always changed based on what was in the customer’s shopping cart. In other words, there were 9 different Product A’s that were tested.
On the other hand, Product B was a single product displayed on all offers regardless of what was in the customer’s shopping cart.
Both Product A and Product B are exclusive offers that were only available after checkout, one of them at a discounted price.
Here is a table summarizing the results of the upsell.
Trial Length: 9 months
Average Increase Per Order: $7.35
Average Increase per month: $304.63
Total Sales Increase: $2,741.70
Is a One Click Upsell Worth it?
In this case, the answer is definitely yes. The cost of the project was $550 including the cost of the One Click Upsell Funnel Pro plugin. In nine months, the client’s gain is $2,191.70, and return on investment is 398% and counting.
What Made this Successful?
I think the main reasons this particular campaign was successful:
- It was a legitimately exclusive offer
- It was presented as a discount
- It was offered after the initial purchase
- Quality presentation (imagery, wording, and overall format)
Which Offer did the best?
All of the Product A offers converted between 21-47% except for Offer 5 which converted at a rate of 0%. That looks more like a system error to me so I’m not even going to include it.
The real winning offer here is Product B, the standard product that was offered on all orders. Product B converted 153% better than Product A. Another way to put it, for every Product A that was purchased, 2.53 Product B’s were purchased. Or you could say, Product B sold at 2.5 times the rate of Product A.
The real shocker here is that Product B was actually 45% more expensive than Product A.