Recently I had a discussion with a marketer who shall remain nameless (his initials start with Konrad), about OTOs and the sales process.
One Time Offers are a bit like exit popups – everyone hates them, but they are everywhere. And why is that so? Because they work.
I admit that I find OTOs and upsells a bit annoying. Mostly the funnels that have 2 or 3 or more. It’s a bit like getting trapped in a pornado. But even though I find them annoying now, there have been times when I have taken advantage of them. And I do mean taken advantage of. I found the upsell a valuable complement to the original purchase.
True, if you are offering junk, and your (only) goal is to make money, then the ethics of the OTO might be questionable. But if you are truly attempting to offer your buyers value, then why would you not offer to sell them additional quality products?
The problem is that people look at the upsell and think, “Well the original offer must have been junk”. But it seems to me that the undercurrent is “Why didn’t he just throw this in with the original offer?” I’ll tell you why – because he couldn’t afford to.
The fact that there is an upsell doesn’t mean the original offer was junk. In fact it often means the opposite. The model works because the original offer is a good value.
Look at some of the WSO’s that come available. A 50 page book with 7 hours of video and a free software product as a bonus? For $7? Really?
These products are loss leaders. There is only one way someone can afford to sell something like that for virtually no money. By making money on the backend.
Admittedly, there are unethical marketers out there who deliver half a product and use the upsell to make it work. But that is most certainly more the exception than the rule.
If you see that a product sells 3,000 copies and all you hear about are two people who complain about the OTO, there probably isn’t a problem with the offer. The problem is with how you perceive things. You’re like the movie star who gets fifty great reviews and spends days obsessing over a bad one.
You should worry not about the two people who got to an OTO and copped an attitude. You should worry about the thousands who never buy in the first place.
Last – by all accounts, OTOs work. Let’s face it – you didn’t get into internet marketing to make the world a better place – that’s what the Peace Corps is for.
It is hard enough to make money in the first place. You should think carefully before you pass up an opportunity to increase your earnings.