I am a big fan of AppSumo, a very fun & creative company. They fully understand marketing & let their personality shine through (great culture). This...View More mobile screenshot is an example of AppSumo upselling me right before I'm taken to the product I just purchased as well as showing me a referral offer. These are two key steps many companies miss that are crucial to sales growth & AppSumo nails them. They add urgency to the upsell by placing a time limit & use clear, urgent button copy to push the sale. The referral offer is straight-forward, has a clear incentive & makes it easy for people to share it. I've also included an additional example below it that I came across on Twitter from June 2012. This is a very fascinating upsell because even though it's got a huge price tag, they're basically selling dollars for dollars which makes for a very logical buying decision (if you plan to spend that much with AppSumo in the future). I'm guessing the target customer here would be someone who is an ongoing buyer & plans to continue to shop at AppSumo for a while. Otherwise, the risk is too high, even for the $250 difference. Very clever.
Upselling & Referral System from AppSumo Swiped in February 2014
If you don't upsell, you're leaving money on the table. Your back-end can oftentimes be the most profitable part of your sales process. Sometimes, all you need to do is ask.
To make add-on purchase deals extra sweet, infuse urgency elements like time limits & incentives like an increased percentage off.
Test out referrals offers & don't expect people to remember to refer others. You want to remind them during crucial points of impact like when they just bought.
Mike Schaueris the founder of Swiped.co and the main analyst in the swipes section. After intently studying & building conversion-focused websites for 6+ years, he started Swiped to help others master marketing & copywriting through the analysis of great examples!
Visit the archives of this swipe's source URL or view past screenshots of appsumo.com below.