In this episode of the Your Dream Business Podcast, I talked about the idea of an “offer ecosystem” and how things like downsells, order bumps, and upsells can help you make more money from each customer. I shared what I’ve learned from my own experience and from the Kajabi conference, giving real tips on how to add these to your main products. I also explained what bonuses, upsells, downsells, and cross-sells are, why they matter, and how you can use them in a simple, practical way to boost your offers and get better results.

KEY TAKEAWAYS COVERED IN THE PODCAST

• Small Add-Ons Can Make a Big Impact – Using upsells, downsells, and order bumps can significantly increase how much each customer spends, without needing more traffic.

• Bundle Strategically – Pairing bonuses and related products with your main offer can boost value and help customers say “yes” faster.
• Keep It Simple and Aligned – Every extra offer should support your core product, not distract from it—clarity and relevance are key to making it all work.

If you enjoyed this episode then please feel free to go and share it on your social media or head over to Apple podcasts or Spotify and give me a review, I would be so very grateful.

LINKS TO RESOURCES MENTIONED IN TODAY’S EPISODE

Connect with Teresa on Website, (Grow, Launch, Sell), Sign up to Teresa's email list, Instagram, LinkedIn, or Facebook

Transcript

Did you know that someone who offers a down sale increases their average customer spend by $35? Or if you have an order bump, you can increase your average customer spend by $40. But what is a down sale, an order bump, an upsell across sale, and how do they all fit together with your core products so that they're not fighting with them? In today's episode, I'm sharing with you my offer ecosystem that tells you exactly how to add bonuses and upsells and down sells that fit and compliment your core offer. So if you are ready to make more money with your offers, then grab your notebook and pen because you are going to want to make notes. Welcome to the Your Dream Business Podcast. I'm your host, Teresa Heath Wareing an international bestselling author, award-winning speaker, TEDx speaker, certified coach, and the host of this number one ranked podcast. [00:01:00] I am so excited to guide you on the journey of creating a business and life that you not only love, but one that perfectly aligns with you. Season of life that you are in. In each episode, I'll share with you easy, actionable, and insightful strategies to grow your online business. Plus we'll be diving into some mindset, tools and strategies that keep you focused, motivated, and are going to stop you from getting in your own way. So if you're a course creator, membership owner, or coach, you're in the right place. Let's get started. Hello and welcome to this week's episode of the Your Dream Business Podcast. As always, I am your host Teresa Heath Wareing I hope you are having a great week. Okay. This week I am geeking out. I have been creating loads of content for my program for Grow Launch Sale. I. I've been diving deep and doing big research into some of the more complex subjects in there, and I wanted [00:02:00] to cover one of those with you briefly today because honestly, it's like something has awoken in me and I finally am starting to get some things, which is crazy because I've been doing this a very long time. I have been in the online space for about. Nine years. I've had my own business for 11 years. I have supported and coached and done other people's launches for them, and yet something has just clicked with this particular subject that I wanna share with you. And I honestly think this is where the game changing stuff is happening. I wanna talk to you about your offer ecosystem now. You probably know roughly what I'm talking about. You might think of it as an ascension model. This isn't what I'm talking about, although if you don't know what an ascension model is, I will talk to you about that as well. An offer eco. An offer ecosystem, easy for me to say is basically the various things you offer in and around your main offer. So [00:03:00] let me just go back a little bit and talk to you about something that I saw when I went to the Kajabi conference last year. There's a really good session, which was all about numbers, which like I said, I geek out on. I love this stuff. If you, are new to the podcast. That is something that I really enjoy as well as doing the strategy and mindset and all the other good stuff. And I've done an episode a little while back. We will link it in the show notes. So to get the show notes, you go to teresaheathwareing.com 4 0 2, as in the numbers, and it'll take to this episode show notes and you'll find links in there. And we're gonna link to the episode I did, where I talked about what's realistic in terms of numbers for launching. But I was at the Kajabi conference and I'm always front row. I'm always like front and center when I go to conferences and I'm attending and I was front and row and there was these two people from Kajabi came on to talk about stats and I thought, oh, this might not be for me. Even though I love numbers. I thought, you know, this might not [00:04:00] be for me. Anyway, I flip ing loved it. One of the things they shared was talking about when people do other things. So first of all, they, they broke down the numbers in terms of people who were just offering to one product and people who are offering multi products. And they were talking about the fact of the people who make the most money offer a range of products. So they might have their core offer or service, i.e, Their signature course or their membership, but actually around that they are offering other things, and I'm gonna get to this in a sec. And they're making more money doing that. And they talked about things like down sells and order bumps and various different things, and I'm gonna explain each of these things to you, but they said that on average, people who offer a down sale increase their average spend by $35. Each kind of sale as in each person and people who offer an order bump [00:05:00] can increase their average spend per person by $40, like I said, on average. But basically what they're saying is if you offer things like order bumps down, sales, upsells, all of that good stuff, then basically people are spending more money with you. So I did the module for Grow Launch Sale, which I was ridiculously proud of myself about 'cause it's very good. I did a lot of research. I dug around as I love doing in the online space, looked at what people were doing, look at what people were doing successfully, and I've created a really cool module all about basically the offers. And also I'm putting together a bonus of an offer blueprint for when I next launch Grow Launch Sale GLS, my program. And again, I've done a lot of work on that. So I thought what would be really useful is for me to share with you just the basics of what I'm talking about and just to kind of open your mind, because if you haven't ever done some order bumps or upsells or downsells or, [00:06:00] and again, I wanna just touch on bonuses as well and how that relates to your core offer. If you haven't ever done that. Then I want you just to consider it because I did a little test. One of the things that I am doing this year is everything is a test, so we are putting a lot of effort into lots of different things and we are detaching ourself from the outcome completely. Because I'm just running tests. That's the way I'm viewing every launch we're doing, every workshop I'm doing, every, anything we're doing, we are just running tests. So one of the tests I ran was I offered a product that was a fairly low cost. In fact, the product was 49 pounds and. On. Once someone had purchased that, I then offered them a, you could class it as an upsell, and I'm gonna explain the differences, but you could class it as an upsell and basically gave them something else that would help them with the main thing that I was offering them. And I offered that [00:07:00] at 19 pounds and 47% of people who bought the 49 pound. Thing also bought the upsell, 47%, almost half of people who bought bought the upsell. The other thing that's Ace about this is I already have the extra thing I was selling. So, and I debated whether do I put it in, do I include it, do I not include it? And then I decided, no, I'm not gonna include it. It's really valuable and it's part of my main program. I'm not gonna include it, or it's one of the many things in my main program. But then I thought, oh, I wanna test this out. Why don't I offer this? And I was blown away by the results. So I ended up making a chunk of money that I wouldn't have made if I hadn't had offered that. And like I said, it's a test. I'm testing everything at the moment, but as that test goes, I'm pretty happy with that and I'm likely to do it again. So what I wanna do today is I wanna talk you through [00:08:00] what I call the offer ecosystem. And this is one of the things I teach of. It's not just about creating an amazing core offer, it's about how everything else sits with it. So let's start with the core offer. So your core offer is the primary product or service that you are selling that delivers the main transformation or solution your customers are seeking. And this forms the foundation of your entire offer ecosystem. So I'm gonna try and give you my example of, My Grow Launch Sale program. So let's say the main offer that I offer is the Grow Launch Sale program, and that comes with six months of support. So when someone joins the program, they get a course, a very, very good in depth course on how to basically grow your online business. How to. Launch as in when I say launch as well, this isn't like you're launching something for new. This is like how you [00:09:00] basically provide a launch experience, like a webinar, a bootcamp, a challenge, an open house, and then sell it as in you sell your product, not sell your business. Okay? So they get this big course and they get six months of support with me in a group setting. So that's my core offer. So then you will know if you've been in the online space any length of time that bonuses are really important. And I have a whole module about how to do bonuses and there's some super smart psychological stuff in there as to why we need to offer bonuses. And this is what's wild, right? And it took me doing all this research, like I knew these things, but it wasn't until I really went deep into it to teach more of it that I, it kind of really dawned on me. What I would do, and what I think most of us do is we create this core offer and we make it so flipping good that we leave nothing else that we can do as bonuses. And then what happens is we create bonuses that don't really fit with [00:10:00] the core offer or aren't really in relation with the core offer and therefore. Don't kind of hit and don't kind of work the way we want 'em to work. So your bonuses should be a complimentary resource tool or additional content that accelerates your customer's results to that transformation they're looking for, or overcomes specific objections and enhances the value of your core offer without increasing the price, because obviously your bonuses are free. So. When you are looking at your core offer, sometimes, and I have actually had to do this where I've gone, I would've included that in my core offer, but actually I'm lifting that out and I'm giving it as a bonus because basically we put everything into our core offer that we have nothing left for bonuses, and we need those bonuses because like I said, there's some really cool psychological stuff as to why bonuses work so effectively. And I might do an episode just on bonuses, but basically we definitely need bonuses when we're [00:11:00] selling. And in an ideal world, those bonuses should either accelerate the results, they should either overcome a specific objection or enhance the value of the core offer. They should sit really nicely with the core offer. So to give you an example, one of the things I was going to include in GLS was some AI prompts. Now. In the product, in the core offer, I basically give you a template as to how to write a sales page. So I not only talk you through how to write a sales page, I tell you the the order in which you should do it, and I tell you, or I give you a template of a example sales page that basically you can just then write over and tweak and do your own right. Then I thought, wouldn't it be cool if I could create a prompt that was based off my knowledge on how to do a sales page and then tell you what to tell it, and then it would write your sales page for you. Right? So this was always gonna be part, this was always an idea of this would be [00:12:00] such a valuable thing for, 'cause the whole point in my program is that I help you do these things much faster. So the more I can do for you, the better. So anyway, I wanted the AI thing. I hadn't done it yet. It was coming. But then when I did the bonus module as in the module in the program about bonuses, I realized I wasn't leaving myself any room to give those bonuses by putting everything into the core product. So I pulled out that AI from the core product, and I'm adding that as a bonus. And like I said, there is something psychological that happens in our brain when we get offered bonuses as opposed to it just being in the core product. So. What else could you offer that compliments it, that accelerates the results, that overcomes a specific objection? So when you're thinking about bonuses, that's what your bonus should do to your core offer. Okay, let's talk upsells. An upsell is a premium version of the offer that provides additional [00:13:00] support. It might give you personalized attention, it might accelerate results for customers who want more comprehensive solution. Are willing to invest in a higher level. Now, again, there is, there is a kind of rule of thumb as to how much more that should be and what the upsell tends to be is For me, it would be more of my time. Or it might be that we do some of the stuff for you. So let's say now I don't currently have an upsell for Grow launch sale. I have options that it could be, but not one that I'm offering at the moment because I give you support anyway, but my. Upsell might be, you can add a weekly, a monthly call with me and a one-to-one, and it would be an extra chunk of money, but you get that time with me one-on-one. So your upsell, like I said, is a premium version of the offer that provides additional support or personalized attention or accelerates results in some way. Let's talk down sales. [00:14:00] So the Down Sell is a simplified, more affordable version of your core offer that provides an entry point for your customer who aren't ready for your full solution. And possibly the price point isn't right for them. So for instance, let's say your core offer had six modules that you were, let's say you were selling a course like, let's take Grow, launch, sell again. This isn't what I'm doing, but this is a way I could do it. So I have grow, launch, and sell three distinct kind of sections of the program. So for instance, as a downsell, if someone didn't buy my Grow launch sell, when I offered it, I could potentially downsell them and offer them. The grow section. So I could be like, this is one of the key bits. You need to have a bigger audience. Or maybe that's one of the objections that they're saying, and I could then give them a lower cost section of the course that gets them going and. The, [00:15:00] the beauty with this is the downsells should be something you kind of already have. Like it should be something that's already created or something that they have an option to just take. So you shouldn't have to create something new, and this is why, when. Again, my mind has changed completely in terms of this because now when we create an offer, we're going to look at all of this. When we create the offer, we are not gonna create the offer, and then as an afterthought, go, what's the bonuses? Is there an upsell? Is there a down sell? Is there a cross sell we're going to sell? Okay, if this is the offer, what are these other things? Right? At step one? Even if we don't offer them all, I just need to understand where they could go. So that I can offer a range of things. So down Sells, like I said, are really, really great because they give them a simplified and a cheaper version of the thing that you are selling. So if they're not ready for the big product, then a down sell could be great. Then the last one I wanna tell you about is a [00:16:00] cross sale. So a cross sale is something like a related, but distinct product or service that addresses an adjacent need that your customers have. So, for instance, what a cross sale might be is. Let's say I was selling Grow Launch sale, and one of the things I don't cover in this is content creation. It's obviously, you know, I could cover everything and some, and it would be ridiculous. So obviously it's very much aimed at selling your online services and products. So let's say I created some templates for social media or a, something that helped 'em with content creation because I know that all of my customers should be doing some kind of content creation that would be a suitable cross sell. Again, the cross sell would be kind of small. It wouldn't be expensive. It would just be a kind of like, Hey, there's this thing that might actually help you as well. I know you also have this other problem. Here's this thing. [00:17:00] Now, this episode was only in mind to kind of go through the basics of that when you are putting them together, how you're putting them together, how it all fits like that is a much bigger conversation. But I just wanted to introduce you to the fact that there are these other things that should be. In your offer ecosystem that you should be looking at as a way to potentially bring in more money, in a way to serve your audience better, because like someone might be dying to work with you, but actually they need more. Personal attention and therefore an upsell would be perfect for them. Or they're dying to work for you, but they can't afford your main offer and therefore something