LESSON #55: Upsells and One Time Offers

By | January 3, 2010

In the previous lessons we’ve been working our way up to the point that you should now have something that you can sell online.

But whether you’re already selling something or if you’re still getting ready to launch your first product, you really need to think about how you can increase your profits with upsells and one-time offers.

(Watch this video…)

Join my coaching club

Main points:

  • Depending on how you look at it, an upsell or a One Time Offer is either an extension of your front end offer, or the beginning of your back end.

  • The back end is where many businesses make the majority of their profit.

  • By using upsells and one time offers, I generally increase the profit of any particular sale by anywhere from 20% to 200%.

  • Upsell: asking your customer to upgrade their purchase to a bigger purchase, or to make an additional purchase.

    (See video for examples; McDonald’s, Best Buy, furniture, car rentals, etc.)

    Upselling is everywhere. Sometimes it is done in an unethical way, but if done right there’s nothing wrong with it.

    *Upsells should be beneficial to your customer.

  • Cross-selling: You try to sell something ELSE to your customer that they might be interested in.

    (See video for several examples of ONLINE cross-selling and upselling)

  • If possible, upsell your customer into a continuity program!

  • OTO: a One Time Offer is presented only once to a customer or prospect.

    (See video for examples of several offline and online OTO’s)

    The best OTO’s are often the ones that make the customer feel like they’re missing out on something if they don’t buy it.

    You can turn any sales letter into an OTO (See video).

    Why OTO’s work so well:

    1) The customer is in a buying mood.
    2) URGENCY!

    (See video for demonstration of how to set up OTO’s)

  • Methods of protecting OTO pages so that users can only see them one time…

    1) Use a website script with this function, such as Butterfly Marketing – mentioned in lesson #32.
    2) Have it custom coded by a programmer.
    3) Create a “cookie” script if you know PHP.
    4) Use a prewritten script such as this one which tracks both cookies and IP address.

    Recommended Resources:

    Free OTO Protection Script

    Instant One Time Offers

    Instant OTOs

    Action steps:

    1) Figure out an upsell or a One Time Offer (or both) to incorporate into your sales process.

    2) Implement it.

    Believe it or not, you may want to boost your profits even more by creating a downsell… or a 2nd OTO. I’ll explain those strategies in the next lesson.

    As always, you are welcome to post your questions and comments below.

    Have a great day!

  • 73 thoughts on “LESSON #55: Upsells and One Time Offers

    1. Kevin

      Given Clickbank does not allow One Time Offers, or ongoing continuity billing, can you recommend the best affiliate management script/software to use when I create my products with affiliate programs, OTO and ongoing continuity programs?

    2. Micah

      Hello Kevin,

      You actually may use subscriptions and up-sells with ClickBank.

      They just don’t allow payment plans anymore.

    3. Glenn Taylor

      Eric, Thank you so very much. It’s great to work with a man of integrity.
      My question:
      I am following your general plan with the intent of growing a solid business. What can I do to make some short term marketing money?
      Thanks Glenn Taylor

    4. Bret

      Hi Eric, I have a question regarding unadvertised bonuses. I found an affiliate program that I would like to add to my unadvertised bonuses page. They provide a two week trial of the software and then charges the user a monthly fee to continue using the software. Do you need to indicate whether or not you will get paid if the user decides to take advantage of the offer after the trial expires? Are these programs good to use as an unadvertised bonus? I actually have several affiliate links that would pay me recurring payments. I am trying really hard not to get too carried away with these things. Don’t want to drive the customer crazy. Thanks for all of your great info.

    5. Eric Post author

      My simplified answer is to sell something. Whether it’s online, or offline, one of the quickest ways to make money is to sell something. Maybe you’ve got something you can sell on craigslist or ebay. Another way is obviously to work for it. Get an extra part-time job and put that money toward building your business. Just keep the long-term business as your focus and don’t get sidetracked by quick money. Once you HAVE a successful online business, you can generate quick cash when you need it.

    6. Eric Post author

      I can’t tell you whether the particular software is reputable, but in gneral yes those type of trial offers make good unadvertised bonuses. The links will not drive your customer crazy, as long as they don’t interfere with them downloading your product, and as long as you really deliver on the value of your own product. My understanding is that you don’t have to put an affiliate disclaimer next to every affiliate link on your site, as long as you have it on your site somewhere (linked from the bottom of the page). An exception might be a formal product review, or endorsement in a blog post. These days it seems the FTC would prefer to see a disclaimer made within the post to avoid any misunderstanding.

      1. Marc M. Demers

        Hi Eric,

        Did you ever talk about disclaimer in one of the lesson, it looks an importing subject to clarify and understand in this business.



        1. Eric Post author

          You mean like legal docs at the bottom of the page? yeah I talk about those…

    7. Prue


      You are simply the best. Great lesson indeed.
      Thank you so much.

    8. Bret

      Hey Eric, it’s Bret again. I have a copy of the One Time Offer Package that you have linked to in your main Product page. I was going through all of the resell rights text docs and didn’t see whether or not we could edit any of the web pages or ebooks. Can we put our own affiliate links inside of the ebooks? They didn’t say we could or couldn’t. So, don’t know if I should even approach doing this. Any help would be great! Thanks.

    9. Giddu

      Hi Eric,

      Great Lesson as usual. I realy love your lesson because you know where to give stress and where not. You would become a great Professor if you were in academics

    10. Dominic Caraccilo

      The quality of life and security for the citizens has been largely restored and we are a large part of why that has happened.

    11. Nedra

      For once, in this (before Eric) process) I actually understand and continue to feel empowered..!!!! Yea..!!! 🙂 Thanks, Eric

    12. Marija

      Hi Eric,
      I finally understand what Upsells means.Great lesson. Could you explain me what is “Front End Sale” Thank you. Marija

    13. cordrick

      Hi Eric I really like to thank you for sending me the information.Eric I have a question,can you teach me how to get traffic? I need a formula to go by in stick with it.Thanks.

    14. Micah

      Hello Marija,

      The Front End Sale, is the initial sale, before any upsells or other offers.

    15. Mark

      Man, knowledge really is power. Thanks, Eric. Wicked lesson as usually.

      Appreciate it.

    16. Paul

      A one time offer should be a one time offer. Two at the most. I will always unsubscribe from anyone’s list who gives me more than 2. Often I never get to see the original product.

      This is a great lesson for those who want to use this type marketing. But please don’t go overboard.

    17. Andrei


      the link to the free OTO script is not working. If it is not done on purpose please fix it.


    18. Andrei

      I eventually implemented some OTO script myself and tried the OTO model. It worked fine for me!
      Thanks much.


    Leave a Reply

    Your email address will not be published. Required fields are marked *

    The maximum upload file size: 50 MB. You can upload: image, audio, video. Links to YouTube, Facebook, Twitter and other services inserted in the comment text will be automatically embedded. Drop file here