3 Tips to Create a Downsell
to Generate New Clients
You’re talking to a prospective client. It’s going great! It feels like this person is an ideal client, and you can serve them. You’re getting pretty stoked, so you offer your high-ticket package.
Then comes that phrase you dread: ‘I can’t afford that.‘
What do you do?
Here are 3 tips to create an alternative offer that could still save the sale.
First, be sure that you’ve had the necessary conversation to make sure that they CAN’T afford it. After that, bring out and suggest one of these offers:
1) Have an INTRO Offer
If you have a Signature System (i.e., a high-value program that shares your best gifts, and helps the client transform with your expertise), you’re probably charging $2,000 – $10,000 for that. Not everyone will be ready to jump into your Signature System.
You can create an Intro Offer, which would offer a small part of the transformation of your entire Signature System.
Your Intro Offer should be about 20-25% of the content, the transformation, and the price of your main Signature System.
Here’s an example of what that might look like:
- Optimal Health Program: a 6-month health coaching program for $4,500.
- Health Jumpstart: a 30-day short program to start creating health improvements for $997.
Both of these offerings might have your private time as one component of the system.
When you position the Intro Offer well, sometimes your clients will start with the Intro Offer, then upgrade to your full system later.
2) Create a HOMESTUDY Version
When you’ve got a great Signature System, it might include PDF handouts, and videos or audios. If you’ve offered your system as a group program, you may have recorded Q&A calls.
When you’ve got all these assets, you can create a Homestudy version of your Signature System. Unlike the Intro offer, a Homestudy version includes all of your material but doesn’t include your private time.
While the Homestudy has the advantage of not having your private time, it’s also less likely that someone will uplevel from the Homestudy to the full Signature System later. Also, the Homestudy only works when you have adequate written materials or audios and videos to share.
3) Do a VIP Session
I believe that you should get away from offering single sessions, because it’s hard to price them in a way that allows you to make a good living in your business.
However, if you don’t yet have an Intro Offer or a Homestudy, you can offer a VIP session. To do this, you’ll need to give your VIP Session a name, then also give it a short, juicy, client-attracting description so that it sounds like (and is!) something special, not just an hour or 90 minutes of your time.
An example might be:
Optimal Health Breakthrough Session, 90 minutes, $297
Description: We’ll identify your health blockers, create a roadmap for your health, and you’ll leave with a clear direction on how to uplevel your health today!
Which of these downsells will YOU create?