Upsell vs Downsell: Which Is The Better Option?

April 15, 2022

When it comes to increasing revenue for your business, you may be wondering which is more effective, Upsell vs downsell? Both options have their pros and cons, so it’s important to weigh each one carefully before making a decision.  This article compares upsell vs downsell, giving the pros and cons of each.

An upsell is when you offer a customer an upgraded version of the product they are already interested in. Every business has a common goal: to maximize profits.

You would also be trying new tactics to increase revenue by acquiring customers as an eCommerce site owner. driving new sales isn’t the only way to increase revenues and profit.

Because new customers often require more work and higher costs, the best strategy to increase your revenue is to increase your average transaction value. to increase revenue, large businesses often combine cross-selling and down-selling to increase sales.

It is not surprising that these techniques increase the average amount of time a customer spends on your website. However, when used correctly they also improve the overall user experience. these techniques are designed to provide your site visitors with the most suitable product offers for a specific situation based on available information.

Upsell vs Downsell: Should you do either?

Your product range and your target audience have a significant impact on the offer you make on your product and which approach is most effective for your store. Let’s dive deep into each of these sales tactics and how to apply them for your benefit. Click To Tweet

Knowing the differences between upsell and downsell techniques will help you to be more effective in using them as techniques to increase revenue.

What is upselling?

The term “upsell” can be used in almost all cases where you offer (or push\) a product to go along with the one that is being purchased. It is a strategy to offer a higher-end, more expensive version of a product the customer already owns or is purchasing. A superior version is a better, more expensive model of the product, or the same product with additional value-add features that increase the perceived value.

What is down-selling?

upsell vs downsell


Down-selling is opposite of upselling. This is a technique used to sell an alternative product to a buyer who has declined your initial offer. The new product typically has fewer features and a lower price than the original one.

This strategy can be successful in increasing sales, as it is better to sell something than nothing at all.

How to increase eCommerce revenue through upselling, and down-selling

The best ecommerce sites combine cross-selling with upselling and downselling to maximize profits for each buyer.

  1. Cross-selling is a technique that helps businesses increase cart values and customer equity. By cross-selling, businesses can differentiate their brand from others, and improve customer loyalty and engagement.

  2. Upselling increases cart value. This increases customer satisfaction and profits.

  3. Brand loyalty can be built by down-selling to customers with different budgets. This allows you to reach more customers and make a sale even if the customer cannot afford premium products.

How can I cross-sell, upsell, and down-sell?

upsell vs downsell


Let’s now take a deeper look into the most effective ways to use these techniques to increase your store’s average transaction value.

These techniques can be implemented on your website in a very thin line. In most cases, they are used together. you could offer accessories or a cheaper model on the product page for a premium mobile phone.

It depends on what approach you take. A good idea is to use your homepage, product pages, or cart page to promote products and offers, which will allow you to combine all cross-selling, upselling, and down-selling techniques.

Cross-selling strategies

As the number of options increases, Our ability to make a decision is affected. Bundling, which is often combined with a discount, can be used to solve this problem. It reduces the decision complexity and increases the perceived value of the offer.

Cross-selling can also be used on the checkout page to convert up to 3% according to reports. Cross-selling is a great way to dab into impulse buys. Click To Tweet

  • Cross-selling products must be at least 60% less expensive than the product that was added to your cart.

  • Look for products that can be easily forgotten, such as lenses for your camera, protective cases to protect mobile phones, lighters for gas stoves, and lighters for your gas stove.

8 ways can increase cross-selling

  1. Supplementary products
  2. Similar products
  3. Package deals
  4. Products often purchased together.
  5. Promote what the customer has also bought.
  6. Promote additional items almost for free.
  7. If you bundle together, you get free shipping.
  8. Personalization via customer History.

Upselling strategies

To convince your customers to purchase a superior product, make sure to display testimonials and give upsell products more prominence.

  • Promote your most popular or well-reviewed products

  • You should ensure that the upsell products are no more than 25% less expensive than the original product

  • Analyze customer personas to make relevant suggestions based on their interests

8 ways can increase upselling

  1. Featured Products
  2. New arrivals
  3. Seasonal Offers
  4. Daily Deals
  5. Bestsellers
  6. Similar products
  7. Products viewed
  8. Review products

Down-selling strategies

A down-sell has the advantage that even if the customer doesn’t purchase the product, they would ideally like to buy it. That way, they are at least buying something, even if not the primary product.

  • You get some returns as a store owner.

  • Your store will provide a pleasant experience for your customer.

  • Your customers will be more satisfied if they are happy and will buy more expensive items from you in the future.

8 ways you can increase down-selling

  1. Deals and discounts
  2. One-time-offers
  3. On-site product positioning
  4. Reduce cart abandonmentent
  5. Communicate secondary offers regarding exit-intent
  6. Email Special Offers
  7. Free shipping
  8. Recommended products

Ecommerce revenue models: Best practices./h2>

Real-time marketing strategies are essential To be successful in ecommerce. This includes analyzing customer personas and market demand.

Purchase Commerce has already implemented these best practices in its Single-Vendor and Multiple-Vendor ecommerce platform. This will make it much easier for you to increase your ecommerce revenue.

When to Use Upselling

  • A buyer is about to buy.You will have a better product.

Upselling can be done before, during, or after the purchase.

Examples of upselling

  • you can get an upgrade offer when you buy a phone.You have the option to add dessert to your order at restaurants.you can buy software for yourself or for your family at a cheaper price than a premium edition.

Upselling is a delicate process. I’ve seen too many marketers upsell more than one product, which can confuse the buyer. Do not show your entire store to someone who has already viewed it and made a decision to purchase a product.

It is important to choose your upsell offers carefully. They should be relevant and not too costly. It is a good rule of thumb to offer something 25-35% more expensive. Click To Tweet

Avoid being pushy and instead focus on the customer’s needs.

When to Use Downselling

  • When the customer is leaving. you can get a basic version of the product.

Examples of down selling

  • Offer a cheaper product. You offer a discount when the visitor is about to leave. You offer a special one-time deal to purchase a package deal at lower prices. Shipping Free.

Marketers often claim that down-selling decreases profit and damages the brand. However, this is false. By offering a simpler product, customers can try your product and if they like it, they will purchase again. You aren’t losing anything, but you are getting a high-quality lead who has already converted.

They then began upselling me their regular plans via email marketing. It was a great strategy that made me their client.

You must be careful when downselling. While your customer is browsing the site or completing the checkout process, you must not present a downsell offer. Your visitor is about to leave your website and you should not show your downgraded offer. Click To Tweet

This feature is now available in all lead generation tools and landing page builders. They call it exit intent.

Avoid offering a steep discount for your downselling. This will reduce your sales and impact your brand. You are training your customers to wait for a steep discount before making a purchase.

A reasonable discount on the next purchase is a good strategy. It is not downselling to offer discounts on the primary product.

Visitors who abandon their carts can be downsold. Track such visitors and send an email inviting them to purchase the same product. If they don’t respond, you can offer a lower-quality product.

Email marketing can be a powerful tool for downselling.


Upselling, downselling, and cross-selling are essential sales techniques, and if they are used strategically can increase profitability and take your business to the next level. Knowing also the differences between Upsell vs downsell strategies and applying them will help you.

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