Increase Your Conversions with Down Selling: A Complete Guide


September 4, 2023
9 min read
What Is Down Selling? Definition, Examples & Strategies

What Is Down Selling?

Down selling is a sales technique where a seller presents a reduced-cost or scaled-back version of a good or service to a prospective client who might be wary of the initial offering. It does this by offering a cheaper alternative that still meets the customer's needs.

What Is the Difference Between Upselling, Cross-selling and Down Selling?

Upselling, a fundamental component of sales, enhances offers by suggesting more expensive variants, highlighting value, and increasing income. Imagine a smartphone upgrade with improved features and functionality–like iPhone Pro compared to the basic iPhone.

Cross-selling includes integrating options, recommending complementary products while making a purchase, and enhancing the customer experience. A stylish bag or potent software could be purchased along with a laptop, increasing delight.

Downselling gets you to deal despite price concerns. It replaces the original product with budget-friendly solutions, such as simplified vacation packages, to satisfy demands and maintain interest.

Each technique—upselling, cross-selling, and down-selling—plays a critical role in this intricate dance to create dynamic, customer-centered sales strategies.

Benefits of Down Selling

Downselling, a strategic sales approach, offers several advantages:

Retaining Sales

By offering clients more cheap options, downselling avoids potential missed sales. As a result, customers are certain to be able to find a good solution within their price range even if they are initially hesitant because of concerns about costs. In addition to guaranteeing quick money, this maintains a favorable client experience and increases the likelihood of repeat business.

Customer Trust

Prioritizing your customer's financial constraints and offering specialized solutions fosters understanding and empathy. Customers see your brand as one that actually cares about their requirements, which promotes trust. This trust results in enduring loyalty and favorable word-of-mouth recommendations that go beyond the immediate transaction.

Positive Perception

Providing downsell choices demonstrates your brand's adaptability and customer-focused approach. Consumers value having the ability to select the options that best suit their needs, which improves how they view your company. This favorable opinion may help a brand stand out in a crowded market and improve its reputation.

Less Card Abandonment

Providing downsell choices demonstrates your brand's adaptability and customer-focused approach. Consumers value having the ability to select the options that best suit their needs, which improves how they view your company. This favorable opinion may help a brand stand out in a crowded market and improve its reputation.

Upselling Opportunities

A successful downsell might serve as a launching pad for upcoming upsells. Customers may be more inclined to later consider more expensive, premium options if they have a pleasant experience with a more economical choice. Upselling options are now available, which could raise a customer's lifetime value.

5 Examples of Down-Selling

To get you inspired, here are some examples of downselling.

Software Subscriptions

If a prospective customer is thinking about a premium software subscription, you can offer a downsell to a more basic plan with fewer features and a lower cost, guaranteeing they can still use the most important functions while staying within their price range.

Travel Packages

If a traveler hesitates at a deluxe vacation package, you offer a substitute with a few fewer benefits but at a lower price, enabling them to travel without going over budget.

Gym Memberships

When a consumer expresses interest in a full-featured gym membership, you suggest a downsell to a more condensed option that emphasizes basic access and programs and is geared toward exercise aficionados on a tight budget.

Electronics Upgrades

A customer drawn to a high-end laptop is persuaded to buy one with slightly less impressive specs, keeping performance while staying within their price range.

Streaming Services

To accommodate a potential subscriber's limited budget, a downsell to a plan with fewer screens and features is made to them while they are considering a premium streaming plan. This way, they can still access the content they want.

These examples explain how customized alternatives are provided via downselling, ensuring that clients discover value within their spending limits and ultimately encouraging good purchasing decisions.

5 Powerful Strategies for Increasing Sales Through Down Selling

If you decided to try downselling, here are some possible strategies you could adopt to bring more value to your customers:

Bundled Value

Mix your downsell with related products to create an alluring package that appeals to clients looking for the best deal. This tactic takes advantage of their desire to get more value for their money and promotes making a purchase. Offering a reduced laptop with a complimentary accessory bundle, for example, can attract buyers who are on a tight budget.

Limited-Time Offers

By framing your downsell as a limited-time offer, you can add urgency to it. Customers are encouraged to act quickly out of concern that they could lose out on the discounted price by emphasizing the limited time character of the deal. This strategy encourages hesitant customers to make a purchase as quickly as possible.

Product Recommendations

Use customer information and previous actions to suggest downselling choices that suit their interests. You increase the likelihood of conversion by customizing the offer to their unique demands. For instance, making a downsell for a reasonably priced, elegant pair of shoes to a buyer who has previously expressed interest in casual shoes can work well.

Comparative Pricing

Show the downsell beside the original, more expensive choice to make the cost reduction obvious. This graphic comparison highlights the significance of the downsell and gives customers a good reason to be pleased with their purchase. A side-by-side comparison of features and advantages might help to further emphasize the benefits of the downsell.

Retargeting Campaigns

Create retargeting campaigns with the goal of attracting customers who previously expressed interest but did not make a purchase. Remind them about the downsell alternative they thought about, highlighting its advantages, and allaying any worries they might have had. This focused marketing may pique their interest once more and encourage them to complete the transaction.

When to Use Down Selling?

Here are some strategic places where you can use downselling to boost your business:

  • Price sensitivity: Downselling provides a workable alternative, guaranteeing that clients may still make a purchase within their budget, should they express price worries or pause due to affordability challenges.
  • Comparison shoppers: If customers are actively evaluating your products against those of competitors, and the price is a crucial factor, downselling can present your product as a more affordable alternative, influencing their choice in your favor.
  • Cart abandonment: When customers leave your website without making a purchase because of excessive costs, down selling is beneficial in lowering cart abandonment rates. At this point, offering a more economical choice can nudge them toward moving forward.
  • Initial purchase barrier: Downselling can act as an entry point for new customers to test your offerings without immediately committing to a more expensive choice if you offer a variety of goods or services and want to build brand awareness.
  • Customer retention: Downselling can offer an alternative that keeps consumers' loyalty while addressing their financial circumstances when current customers are considering abandoning subscriptions or services due to cost concerns.
  • Disinterest in bundles: If buyers are hesitant to buy a bundle or package because of the price, you can give a more enticing alternative by downselling individual components, which will make the purchase more affordable.
  • Re-engagement: When a customer has previously expressed interest but hasn't converted, down selling can rekindle their interest and persuade them to make the purchase they've been debating.

Understanding when to use down selling guarantees that you can effectively address particular client scenarios, boosting both sales and customer happiness.

What to Avoid During Down Selling?

To successfully navigate downselling and ensure a good and satisfying customer experience, avoid the following things:

  • Undermining value: To maintain client trust in your brand, avoid portraying the downsell alternative as inferior. Emphasize its advantages and how it still meets their demands in an effective manner, highlighting value that goes beyond cost.
  • Ignoring consumer needs: Make it a priority to comprehend customer needs to prevent disappointment brought on by an inappropriate solution. Do in-depth discussions to properly personalize the downsell option to their wants and concerns.
  • Pushiness: Encourage educated and comfortable decision-making by educating clients rather than pressing them. Provide them information on how the downsell option fits their needs and give them the freedom to choose.
  • Overly complicated choices: Simplify downsell options to avoid confusing clients, making choices obvious and addressing their issues up front. Make decision-making easier by providing a clear variety of alternatives that directly address the causes of doubt.
  • Not taking advantage of upsell opportunities: While important, be aware of situations where upselling or cross-selling could increase revenue without undermining confidence. Determine whether a consumer could be open to higher-value solutions by offering a wide range of possibilities.
  • Discount dependency: To provide value that goes beyond the discounted price for a comprehensive proposal, emphasize special downsell benefits beyond discounts. To demonstrate the downsell option's overall value, highlight the features, benefits, and experiences it delivers.

How can 60Seconds app Help You Create Your Down Selling Deal

Ecommerce store owners can harness the power of the 60Seconds app to effectively implement downselling tactics, significantly boosting their revenue potential. By utilizing the app's unique features, store owners can create a compelling downsell strategy that captures hesitant visitors and encourages increased purchase activity.

The app's standout feature, the visual countdown timer, plays a pivotal role in creating a sense of urgency. When a customer visits a product page on your Shopify store and displays interest in a particular item, the timer is initiated. This dynamic timer counts down for just 60 seconds, during which the customer is presented with an exclusive opportunity: the chance to request a 20% discount on their desired product. This ingenious approach heightens the urgency factor, compelling customers to take immediate action.

Here's a breakdown of how the process works:

  1. Engagement Initiation: A potential customer explores your Shopify store and navigates to a product page of interest.
  2. Hesitation transformation: Despite their interest, the customer may still be hesitant about making a purchase. This is where the 60Seconds app comes into play, offering a game-changing solution.
  3. Discount incentive: Suddenly, in an engaging twist, the customer is presented with the option to request a 20% discount on the product they're considering.
  4. Time-sensitive decision: The customer has a mere 60 seconds to seize the discounted offer and add the item to their shopping cart. The visual countdown timer creates a compelling urgency that prompts swift action.
  5. Cart conversion: Upon the customer's agreement to the discount, the product is seamlessly added to their shopping cart at the reduced price, solidifying their purchase decision.

By integrating this downsell approach, ecommerce store owners can effectively convert hesitant visitors into confident buyers. Moreover, the heightened urgency not only addresses customer hesitations but also encourages them to explore further, potentially adding more items to their shopping cart. The 60Seconds app's unique blend of urgency and personalized discounts provides a powerful tool for ecommerce businesses seeking to maximize revenue while enhancing the overall shopping experience.


Does Down Selling Work?

Yes, downselling can be quite successful. Downselling answers customer concerns about price and keeps clients who might have otherwise backed out of a purchase, increasing conversions and revenue.

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