Upselling timing strategy

By @hormozi · Instagram

Source: https://www.instagram.com/reel/DdnKc90uHTR/?stkn=a3A1ZW9icXMzOGE4

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Summary

Hormozi breaks down the four exact moments in a customer journey where upsell offers convert best, using a $4K personal brand program as the example. He explains why waiting until the end of a program to pitch the next offer wastes most of the potential revenue, and how hitting the right windows can double conversion rates.

Core ideas

One context card plus 8 ideas

Four upsell windows: immediate purchase, first milestone, halfway point, and end of program each carry different conversion potential, and most businesses only use the last one.
Hyper buying cycle: after a purchase decision, customers enter a short window where they want to buy everything related to that decision, and most sellers never capitalize on it out of fear of seeming pushy.
Low pressure framing: offering the next purchase without hard selling removes the awkwardness, since making something available costs nothing if the customer declines.
First milestone moment: hitting an early win, like a first sale, is a natural point to congratulate the customer and introduce the next offer while momentum is high.
Halfway point is the biggest lever: pitching at the midpoint beats waiting until the end because it catches people both while things go well and while they struggle.
"All roads lead to Rome" pitch: whether the customer's results are good or bad, the pitch reframes both outcomes as reasons to buy the bigger offer.
Two backend pricing models: continuation offers price around 15 to 25K with the same deliverable made recurring, while profit maximizing offers price around 5X the front end.
Conversion math: waiting until the end gets about 30% conversion, matching a front end sale, but hitting all three earlier milestones can push that to 70%.

Quotes

“People enter a loop of buying when they decide they make some decision.”
@hormozi

“The industry average conversion rate, if you wait till the end, if you don't suck, is about 30%.”
@hormozi

“If you sell it these three milestones beforehand, you'll typically be able to double that from 30% to 70% conversion, which is gigantic.”
@hormozi

“All roads lead to Rome.”
@hormozi

“If 20% buy something five times expensive, you double the business.”
@hormozi

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