downselling

What is downselling?

Downselling means offering a customer a cheaper product or service when they decide not to buy the original one.

For example, someone walks into a car showroom and likes a new model, but it’s too expensive. Instead of letting them leave, the salesperson shows them a cheaper model. The customer likes the alternative and buys it. That’s a downsell.

Downselling vs upselling

Upselling means offering a more expensive option. Downselling happens when someone is about to walk away. You suggest a lower-priced item to keep the sale.

When downselling works?

Use it when:

The customer is about to leave without buying
Your product is too expensive for them
They’re unsure about committing to something time-consuming or high-cost

Downselling helps you get a customer in the door, even if you make less money right away.

Why does downselling help?

It gives people a lower-priced way to try your brand. These customers might buy more later.
Cheaper items often have higher margins and sell in larger volume. This can bring in steady income.
It can increase store visits and traffic, which helps you compete.
Offering a downsell can create urgency, especially if there’s a time limit or discount attached.

When to downsell?

There’s no fixed rule, but you’ll often use it when someone’s on the fence or leaves a cart behind.

Some examples:

A customer visits your checkout but doesn’t buy. Show them a lower-priced version or offer a discount.
Send a cart abandonment email later with a cheaper option or limited-time offer.
If you had a launch event and someone didn’t buy, follow up with a short email asking why, and offer a simple next step.

5 downselling tips

1. Be clear

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Don’t confuse people with layered pricing or fake discounts. Be direct. If your first offer looks inflated, your downsell won’t seem real.

2. Offer free trials

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Let people test your product or service before committing. It builds trust and helps them see the value for themselves.

3. Keep your main offer strong

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If your main product isn’t selling, improve the offer-but don’t keep lowering the price. Instead, use the downsell to lead people back to your core product.

4. Offer installment plans

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Some people can’t afford a full price up front. Offer monthly payments. Just make sure it’s not more expensive than the main offer. For example, if a course is $400, offer 4 payments of $110, not $120.

5. Use cart abandonment emails

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If someone leaves your site without buying, follow up with a short deadline-based offer. For example: “$25 off if you check out in the next 12 hours.” A tight deadline encourages action.

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