Here are some of the most common questions that I've gotten about this strategy (and honestly, a lot of them are relevant outside of this strategy too!).

Q: What kind of product makes for a good upsell? 

A: A good upsell, in my opinion, is one that really FITS with the offer that person has just signed up for/purchased, and is a great supportive addition. (Jargon alert: In general marketers call it a "tripwire", not an upsell, when it's presented after something free. But I'm a rule breaker, so let's just call both an upsell for this.). 

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Q: Am I also offering this upsell somewhere else? Or is it a hidden product only offered as an upsell? 

A: Meh, I'm all for high impact efforts for YOU, and supportive feels for your people. So I'm not a fan of secret offers, in general. Think of this as just ONE way to get exposure on your offers. You can always throw some special incentives on your upsell, like a bonus or discount that is going to be expiring. Play around, have some fun with it. Whether you choose to heavily promote your upsell or order bump outside of this gift strategy is entirely up to you!

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Q: What is your strategy in designing offers/products that are related?

A: I try to think thru what my buyer will need to be successful in the outcome they want. The more quiz questions, and feedback emails you send the better to help you get these kinds of insights. Things like "how do you feel about X?", "what's holding you back from Y?", etc.

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Q: Do you have a timeline for the offers or what's your pulse?

A: I'm a "fly by the seat of my pants" creator, and that works for me. What I will say is more space is better than less in terms of upsells that are live, or have set dates. Don't promote your low ticket gift a week before the upsell event is going to happen, as it creates a lot of pressure for you to get as many eyes on it as possible. Ask me how I know. 😉

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Q: How do you setup the order bump?

A: I'll walk you thru that in this Action Lab. In short, you add it as an additional option in your payment options for your upsell. 

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Q: Friction/resistance and pricing are the key components that come up with me about anything I'm launching. I can handle tech, and brainstorm and strategize. But, that darn internal battle along with overcoming pricing fears.

A: Ahh, pricing and mindset. The true gremlins of entrepreneurship! Just remember that nothing is permanent, you can always change things up and view things as an experiment. Try things out and see how they land. Everyone has flops, and everyone is pivoting and learning (despite what their highlight reel might look like!). Just promise me you won't stay in idea mode, because nothing real happens there.

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Q: What works for you in terms of getting people TO your offer (e.g. people who aren't already in your socials community / on your email list)?

A: This is a tough cookie to crack. Traffic and growth are NOT my special skillsets, so I struggle just like most of us. The answer is simple, but the execution is hard work.

You can pay to get in front of new audiences, you can partner with others to get in front of their audiences or you can hustle (with SEO, social posts, etc). The options under all of those are pretty expansive and definitely more than I can cover here!

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Q: Is there any product this approach won't / is unlikely to work for? (our biggest sales are for in-person live trainings)

A: Give it a try, and let me know! You're not hurting anything by testing it out. The low ticket gift is pretty much guaranteed to engage any audience, so the bigger question is whether there's a product that doesn't work for the upsell component. But I'd argue if it's selling for you elsewhere, it's going to sell this way too. 

Whether the conversion % is going to be ridiculously highlight reel will probably depend on the offer -- so recurring payment offers like a membership, super high ticket or live in-person trainings are three that have higher friction and less hot leads across the board. 

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Q: If you were choosing one medium for content (whether there's upfront promo or in-product content) what would it be? E.g. video / text / infographics or images / podcast etc. 

A: Choose what works best for YOU to create, and then consider accessiblity and options as much as you're able, i.e. the medium you like creating in isn't going to be the favorite for all of your people. So if you love video, be sure to include captions/transcript and consider pulling the audio and putting it into a private podcast feed. If you love audio, make sure you include transcripts at bare minimum. Etc.

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Q: How could we use this strategy (or do you have any other strategies) to take people from "watching and reading in the background" to "taking action"? 

A: Anytime you give people an opportunity to engage, and dive deeper with purchase opportunities, you're giving them a chance to get in action taking mode.

So that's the first thing I'd suggest, and it's why I love this strategy. You're giving them something valuable for free, with urgency (i.e. they have to sign up before X date, or before Y people have used the coupon).

You're giving them an upsell and potentially an order bump that relates to the low ticket gift. 

And all of these have quiz questions inside them, and the opportunity for people to hit reply on the emails -- all market research and engagement opportunities. 

Overall, though, and I say this numerous times in the private podcast feed for this Action Lab...people are tired, overwhelmed and distracted.

Keep it focused, actionable and "small baby steps" results oriented vs everything but the kitchen sink or too theoretical. This is far easier said than done, but when you make that your objective, you'll absolutely see more conversions and action takers!