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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