Good morning 🙂

Today, I want to close the loop on all of my blog posts about Average Order Values.

If you’re new to my blog…

Here’s the quick background:

I have a health supplement sales funnel with a business partner…

It’s converting extremely well and doing several hundred front-end sales today.

And so, I’ve been on a quest to increase the AOV (Average Order Value).

To this end…

The first thing I did was to modify the “close” for the sales letter.

And, in case you don’t know…

The close = the end part of the sales letter, where you’re telling the prospect to buy.

In total, these modifications added about 400 words to the copy…

But it’s made a massive difference and increased the AOVs by about $30-$50.

Cool?

Okay, so like I also mentioned yesterday…

We had a large mailer send traffic to our offer a few weeks back…

And, before I updated the close…

Their AOV was $112 over roughly 220 sales.

Not great.

Well, yesterday that same mailer sent to our offer again…

And over 183 sales…

Their AOV was $163.

That’s a $51 improvement to the AOV thanks to the new close.

But, that’s only PART of the story…

Because we tested something else yesterday too.

And it has to do with Upsells and Downsells.

Here’s how the test went:

Version A of the funnel had our original upsell in it…

Which gave the buyer the option to add either 6 or 3 additional bottles to their order at a discount…

But it didn’t have a down-sell.

Version B of the funnel had an Upsell AND a Downsell.

For Version B…

The upsell gave the buyer the option to add 6 more bottles to their order…

And, if they said no…

They saw the down-sell…

Which offered them the chance to get 3 more bottles instead of 6.

Also, for Version B…

The copy and design were based off the template that I’ve used consistently in the past for all of my other offers…

Whereas for Version A…

The copy and design were not based off of my template at all.

Got it?

Okay, so here were the results…

For Version A…

7% took the 6 bottle option…

And 7% took the 3 bottle option…

So a 14% take rate total.

For Version B…

14% took the 6 bottle upsell…

And 18% took the 3 bottle downsell…

So a 32% take rate total.

This was over several hundred sales…

And, just to really point out the obvious…

What the results show is that Variant B increased the total take rate by more than 100%!

Pretty crazy, right?

—

Now, why do I think this happened?

A couple of things…

I think not giving them an option on the first upsell made a big difference…

Because as soon as you introduce optionality into the upsell…

The buyer also considers an unstated third option…

Which is to say no.

It’s classic “decision paralysis”…

Where the consumer can’t decide…

So they become overwhelmed and take no action at all.

In addition to this…

A lot of it also comes down to design…

Because the new up/down follows the same design I’ve used for years.

It’s very clean and well laid out…

And I think that increases clarity for the customer…

Making it easier for them to say “yes.”

And lastly, there’s the copy…

The new upsell and downsell are very short…

Less than 500 words each.

But, the way the copy is written…

It increases urgency and scarcity…

And gives the consumer a really compelling reason to stock up on more bottles now.

The original upsell copy didn’t have that level of urgency…

So the prospect didn’t see a big reason to buy.

—

I’m pretty happy about the performance of the new Up/Down…

But, I know we can get the take rates WAY higher too.

Right now…

I have one of my copy cubs writing a much longer Upsell script…

Then we’re going to give it to our doctor spokesperson…

And record him reading it on camera.

We’ll then test that longer video upsell vs the current control…

And my guess is that this new one will increase the take rate by another 30% or more.

—

Okay, so that’s about it for today.

To be honest, I was actually going to write about something entirely different…

But this data is just so damn interesting…

And I had to share it with you.

– SPG

P.S. This post originally came from an email I sent to my private list. If you want to see more stuff like this from me, you can apply to join my list using this link.

The post An Upsell Test That Increased Conversions By Over 100% first appeared on Stefan Georgi.

Good morning,

Hope your day is off to a great start 🙂

In this blog post…

I’m going to continue with the series I’ve been doing about how to optimize an offer once you know it’s a winner.

The background here is that Cody and I have a new supplement offer that’s been scaling to several hundred front end sales a day.

It happened really fast…

So now, I’m scrambling to do all of these things that will help us maximize our profits and the longevity of the offer.

If you missed any of the previous blog posts, you can check them out below:

How To Maximize Your Winning Offer Step 1: Get Your AOVs Up
How To Maximize Your Winning Offer Step 2: Add in Subscription
Maximizing Your Winning Offer Step 3A: Monetize That Data (Email)
How To Maximize Your Winning Offer Step 3B: Monetize That Data (Phones)

But for now, let’s keep going…

—

Maximizing Your Winning Offer Step 4: Add Inserts To Your Packaging

I’d say I’m surprised by how many people don’t do this…

But, in full transparency…

Cody and I don’t have one created for our new offer yet…

And we should.

The Insert doesn’t have to be super long – it can be just one page, double-sided…

But it increases the customer experience significantly.

—

So, what should go on the Insert?

First off, I’d have the essentials…

Like your company’s contact info (at least email + phone number)…

A reminder of the billing descriptor they’re going to see on their bank statement…

And your refund policy.

Then, I’d have a paragraph thanking them for their purchase and reinforcing that it was a good decision.

Remind them of why they bought and the benefits they can expect with your product.

For consumable or topical products…

I’d also include directions on how to use the product…

Because we want the customer to experience as little confusion as possible.

Now, this is a lot of the basic stuff.

But, in addition to that…

On your Insert…

I’d also be promoting OTHER products that you sell.

There are a few ways you can do that.

The simplest would be to just have a little box…

That includes a discount code on any of your other products…

Along with a link to your eComm Site and a phone number where they can call to order.

Or, you can go a bit more in-depth…

By picking 1-2 products that you think the customer would like (based on the product they just ordered)…

And for each one, include a paragraph on the insert…

Where you’ve got a good subhead…

A picture of the bottle…

Some bullets explaining the benefits…

And a web address/phone number where they can buy.

—

Having customized packing inserts is super valuable.

It enhances the perceived value of your product…

And, by telling the customer how they can contact you…

Along with the billing descriptor…

You reduce refunds and chargebacks a lot.

Then there’s the sales side, too.

These inserts are PRIME real estate.

Pretty much every single customer who opens their package is going to look at them…

And, when you give an existing buyer the opportunity to get a complimentary product at a discount…

They say “yes” a surprisingly frequent amount of the time.

—

After I publish this blog post I gotta forward it to Cody…

Then get an insert designed…

Because we’re losing money by not having one!

—

Alright, that’s it for now…

I kept this one shorter because I’ve got a busy day ahead of me…

Justin and I recently did a Zoom call on Upsells.

On that call, Justin and I went to town breaking down several Upsells…

And show you why they work.

Or, in some cases, what he would fix or change to make them work better.

Justin’s really the master of this stuff…

So if you haven’t seen it yet…

I’d recommend you go ahead and do it now (here's the link).

– SPG

P.S. This post originally came from an email I sent to my private list. If you want to see more stuff like this from me, you can apply to join my list using this link.

The post How To Maximize Your Winning Offer Step 4: Add Inserts To Your Packaging first appeared on Stefan Georgi.

Good morning 🙂

Today we’re going to keep going with my series about how to optimize a winning offer for maximum profit and longevity.

It’s being written because my partner, Cody, and I have a weight loss offer right now that’s been live for about a month.

It's scaling very fast…

So I figured I might as well share the exact steps I'm going to be taking…

To make sure we make the most of this momentum.

We did over 500 Front Ends yesterday, and grossed something like $78k…

Which isn’t bad for only being in the fifth week or so.

And, if you’re new to my blog and missed the last few blog posts, you can check them out below:

How To Maximize Your Winning Offer Step 1: Get Your AOVs Up
How To Maximize Your Winning Offer Step 2: Add in Subscription

But for now, let’s keep going…

—

Maximizing Your Winning Offer Step 3A: Monetize That Data (Email)

Everyone hears about how important their list is…

But a big mistake a lot of people make (even big guys in the space)…

Is not being very strategic when it comes to monetizing their data.

Specifically, there are two key areas I focus on: email and phone…

And today, we’re going to focus on email specifically…

Then tomorrow we’ll look at phones.

So, without further ado…

Here we go:
—

1. Email

There are at least seven ways you can monetize your data via email.

The first is to sell them more products under a unified brand.

To do this…

You just create a fairly short eComm page selling an additional product or service you have…

Then send your buyers to those pages.

This tends to work very well…

Because even if your landing page only has like 1,500 or 2,000 words of copy…

As long as it’s decently designed…

You can capitalize on the trust you’ve already built with your email list…

And a good percentage of your customers will buy your additional products or offers once you’ve shared them.

In the supplement space, for example…

You can simply pick an on-demand supplement from a place like Ship Offers…

Create a new name and new label for it…

Then sell that as a new product on a separate landing page.

This is great because it expands the amount of “SKUs” you have…

Plus, you don’t have to pay for the inventory until you sell it.

I’ve done this many times in the past with really great results.

And, if you’re in the supplement space and need an intro to the folks at Ship Offers…

Just let me know.

Because I’ve been using them since 2016 and have nothing but super positive things to say about them.

The second way to monetize your data via email is to send third-party offers to your list.

This is one a wildly lucrative way to make money…

Yet a lot of business owners get scared about sending to “affiliate” offers…

Because they think if their list buys from a third party…

Then those buyers are going to start receiving emails from the owners of all those offers too…

And maybe they won’t be as valuable anymore.

I made this mistake early on with HLH myself…

But it turns out, that’s simply not the case at all.

The reality is…

Most of the buyers on your list are on like 10+ other lists already.

So it’s naïve to think you can just hoard these buyers for yourself.

The truth is…

If someone bought one direct response product from you…

They’re likely to buy numerous more.

So you might as well be sending to as many third-party offers as you can…

Because the commissions you can get there are pretty fabulous.

Realistically, when you promote third party offers…

You can probably make between $2 and $5 per buyer on your email list.

So, if you have a list of say, 20,000 buyers…

That’s another $40,000 to $100,000 a month in your pocket.

And I really do mean in your pocket.

Because since you’re just getting paid a CPA (Cost Per Acquisition) from the offers you promote…

The money you make is pretty much all net.

Oh, and one more tip here: Don’t be afraid to promote offers that are in the same niche as yours.

For example…

If you have a list of weight loss buyers (like we’re building with our offer)…

The best thing you can put in front of those folks is more weight loss products!

Why?

People tend to buy more of the same.

A third way you can monetize your buyer data is by “renting” your list.

When you do this…

You agree to promote a third party offer to your list…

But, instead of doing it as an affiliate…

The owner of the third-party offer pays you an agreed-upon fee…

Then they give you their own email creative(s)…

You send those email creatives to your list…

And the email goes to the owner’s offer.

If you have a list that’s proven to be full of responsive buyers…

This can be a great way to monetize your data.

For example, back in my HLH Days…

Our list was a little under 100,000 names…

And Agora would pay us $15k per email we sent to their offers.

Even better…

Agora wanted to book as many sends as they could (because our list was proven)…

So they’d usually purchase 12 sends at a time.

Which meant I was getting $180,000 in up-front cash every few months…

And that doesn’t suck.

A fourth way to monetize your buyers list is through re-order sequences.

Obviously, this only works when you have physical products…

But it works really well.

For supplements, as an example…

I like to set up an automated reorder sequence for all buyers based on the number of bottles they purchased.

So, if they purchased a one-month supply…

They start getting reorder emails around Day 22…

And these emails go through Day 45.

The reason I keep emailing for another two weeks after the customer has run out of inventory…

Is because, while I'd rather they buy right away…

Reaching out to them after the fact can be very lucrative.

Especially if in your email copy…

You ask them if they’ve noticed a difference since they stopped taking the supplement.

A lot of the time, they have.

So some of the best converting reorder emails actually go out after the customer has run out.

A fifth way to monetize your email data is to run special promotions and sales…

Where you sell your list more of the product they already bought…

At a special price.

So, for example, with HLH…

We’d run sales for Black Friday, Christmas, 4th of July, Labor Day, etc…

And I was SHOCKED by how much money we made on these.

In Christmas of 2016, we probably had 30,000 buyers on our list at that point…

And we ran a four-email sequence for a Christmas sale that grossed something like $90,000.

It was a Merry Christmas indeed!

A sixth way you can monetize your email list…

Is by marketing to your “partials.”

Partials are people who started the checkout process but didn’t finish it…

And most CRMs will capture that data for you.

You can take your partials and transport them to your Email Marketing Solution…

Then send them an autoresponder sequence where you encourage your partials to complete their order.

The key to these sequences is keeping the emails diverse.

Day 1, you might send an email with a subject line like, “Forgot Something?”…

Day 2 might be a story about one of your happy customers…

Day 3, you could do a lengthy piece of content about one of the main features or benefits of your product…

Day 4 might be a 10% off coupon…

Etc.

When I’ve done sequences like these in the past…

They go for 7-14 days…

And if the prospect still hasn’t bought by the end…

I put them into a general autoresponder list…

Where I hit them with a combination of value content + affiliate offers.

Okay, and a seventh way you can monetize your email data…

Is by emailing your declines.

This is similar to partials…

Except your declines are even more valuable…

Because they tried to purchase your product or service already…

But, for whatever reason, their credit card didn’t go through.

So, I’d have a multi-day email sequence encouraging them to try again with a different card…

Or to call their bank.

And, in this sequence…

I would also be reminding them of how amazing your product/service is…

That way you have the best opportunity possible to close the sale.

—

I had originally planned on keeping this email fairly “short”…

But it turns out, there are just a lot of ways to monetize your email data!

Hopefully, you can see how valuable this stuff is, though.

For my HLH company…

While we did $23MM in revenue in a single year…

Almost half our profit came from the email list!

And for this new offer, I have cranking along with Cody at 400-500 sales a day…

I need to make sure we’re super on point when it comes to our data.

Because if can maintain 500 front end customers a day for a full year…

That’s something like 178,000 new customers.

And, if I can get each customer to be worth $4 per month…

That would mean about $4,620,000 in additional profit over the next year.

Even if it’s just $2 per name per month…

That’s still $2,310,000 in extra profit, just from being dialed in with my emails.

Plus, the profit doesn’t stop after a year…

Many of those customers will keep buying into year 2 and beyond.

—

Alright, so that’s it for today.

Tomorrow, we’re going to talk about an entirely different way that you can monetize all of your existing data – over the phones…

Which is something a lot of people aren’t doing much of…

And they’re leaving a LOT of money on the table as a result.

– SPG

P.S. Like I mentioned in the last blog post…

Justin and I did a free Zoom Training about how to increase Upsell conversions and increase AOV.

There were over 200 people on the call…

And if you want to watch it… head over to my YouTube channel and watch it there.

P.P.S. This post originally came from an email I sent to my private list. If you want to see more stuff like this from me, you can apply to join my list using this link.

The post How To Maximize Your Winning Offer Step 3A: Monetize That Data (Email) first appeared on Stefan Georgi.

Good morning 🙂
 
I had to wait a little while to write this blog post because my brain was a bit foggy this morning. 
 
What’s interesting is that I didn’t drink a whole bunch yesterday…
 
But, I did eat a ton of carbs and junk food that I wouldn’t normally touch.
 
So I think I was suffering from a bit of “carb brain”…
 
Which was no fun.
 
I’m feeling a lot better now, though…
 
And thank goodness…
 
Because there’s a lot I want to get done today.
 
And item number one on my list is writing you this blog post.
 
I got a lot of feedback from people after yesterday’s blog post…
 
Folks told me the content was super valuable…
 
So, as a result…
 
I’m going to keep going with this series of blog posts on how I plan to optimize my newest winning offer.
 
As I mentioned in yesterday’s blog post…
 
We started averaging 200 sales a day…
 
And yesterday, we actually did over 300 sales. 
 
This morning we’re at over 250 sales already.
 
And the guys who run FB and Native traffic for us are just starting to get going (we had a large email drop)…
 
So, I’d guess we’ll be close to 400 front ends by the end of the day…
 
And we may even flirt with 500.  
 
What’s really exciting…
 
Is that one of our FB Partners told us he thinks he can easily get to 200 sales per day on his own (at a $30 CPA btw – HOLLA!)…
 
And Matt, who is running Native, said he thinks he can get to 200 sales a day on his end pretty easily too. 
 
So honestly… I think we’ll break 500 sales per day by the end of this week.
 
And, we have a chance to average 500 front ends per day for at least the next several months to (maybe I’ll buy that Aston Martin after all?).
 
In yesterday’s blog post, I talked about how, given all of this…
 
One of my first goals is going to be to optimize our upsells.
 
And, as I explained…
 
The reason why is that our AOV currently sits at around $140.
 
But I think we can get it to $218…
 
Which will make a massive difference.  
 
At 500 sales per day…
 
That’s the difference between $70,000 in revenue…
 
And $109,000 a day in revenue.
 
Our profit margin is typically around 30%…
 
So that’s also the difference between $21,000 a day in profit…
 
And $32,7000 a day in profit. 
 
If we can run at that scale for a year (I think we can, and I’ll talk about why in subsequent blog posts)…
 
Then getting the AOVs up and maintaining 500 sales a day would be the difference between $7,665,000 in profit…
 
And $11,935,500 in profit.
 
Sweet, right?
 
And that’s just from Step 1. 
 
Now, I want to move on to the second area where I’m going to be focusing on with this offer.
 
—
 
Maximizing Your Winning Offer Step 2: Adding Subscription
 
The next thing we need to do is to add a subscription component to our offer.
 
There are multiple ways this can be done…
 
But the approach I want to take (at least at the start)…
 
Is to offer customers a 10% discount on the checkout if they choose to “subscribe and save.” 
 
They will have this option regardless of if they choose a one month, three months, or six months supply…
 
And, for those who do choose to subscribe…
 
Instead of being taken to Upsell 1 and Downsell 1 after they buy (where they’d be sold more of the same product)…
 
They’ll instead be taken directly to the second and third upsell.
 
Why?
 
Because since they’re going to have their order auto-replenished anyways…
 
I don’t want them to have a bunch of extra bottles sitting around.
 
Otherwise, when they get their auto-shipment…
 
They’ll have too much inventory…
 
And will likely refund or cancel their subscription.
 
Now, I did the math on subscription in a previous blog post…
 
But I’m going to do it for you again here, too…
 
Because I want you to see how this works in the real world. 
 
Like I’ve mentioned in the past…
 
The way I do subscription is very, very compliant. 
 
The terms are very clearly written out on the checkout page…
 
And before the customer gets rebilled for the first time…
 
Not only do we send them an email telling them it’s going to happen…
 
But we also call the customer to confirm they are aware of the rebill and are cool with it. 
 
What I’ve typically found in the past when doing it this way…
 
Is that 20% of people select the subscribe and save on the checkout…
 
And then out of those who do select this option…
 
About 50% of them actually are good with the first rebill. 
 
Those numbers may not sound all that amazing…
 
But I’m fine with them.
 
Because what I’ve found, is that for the people who do want to be rebilled…
 
They tend to stick around for several billing cycles…
 
Plus, because we are so transparent…
 
We don’t see any spike in refunds or chargebacks at all…
 
Which is important from a processing standpoint. 
 
—
 
Okay, so let’s say for my current offer…
 
We are going to be able to average 200 sales a day for the next year (even though I think the average is going to be 500)…
 
How does it look when subscription gets worked in?
 
Well, 20% of 200 sales a day = 40 new subscription customers a day…
 
And out of that, let’s say that: 
 
50% of people take the 6-month option (so they get rebilled every 6 months)
 
30% take the 3-month option (they get rebilled every 3 months)
 
And 20% take the 1-month option (they get rebilled monthly).
 
Out of that, we know that 20 of those subscribers will actually rebill…
 
And that: 
 
– 10 people are going to rebill at the 6-month package (let’s call it $156 per rebill)
– 6 people are going to rebill at the 3-month package (let’s call it $105 per rebill)
– 4 people are going to rebill at the 1-month package (let’s call it 44 per rebill)
 
That’s an extra $2,366 in expected revenue we’ll get from those customers on their FIRST billing cycle.
 
But realistically, it’s fair to assume they’ll rebill at least twice (should be way more)…
 
So, this doubles our expected revenue to $4,732…
 
Which means for every day that we do 200 sales and add 40 new subscribers…
 
That’s another $4,732 we can expect to collect in the next year. 
 
Over the course of a year…
 
That leads to another $1,727,180 in revenue (at like an 80% profit margin)…
 
And, if we’re able to maintain an average of 500 sales per day…
 
That number jumps up to $4,317,950. 
 
Pretty nifty!
 
And this is why adding a subscription to the funnel is going to be one of the very next things I focus on after we dial in upsells.  
 
—
 
At the risk of being repetitive, let me put all of this together for you so far: 
 
Step 1 is to get the AOVs up to $218. 
 
On 200 sales per day, that would lead to $43,600 in revenue per day and $13,080 in profit per day…
 
Or $15,914,000 in revenue per year and $4,774,200 in profit per year.
 
At 500 sales per day, that would lead to $109,000 in revenue per day and $32,700 in profit per day…
 
Or $39,785,000 in revenue per year, and $11,935,500 in profit. 
 
Now, let’s include Step 2 – Adding Subscription.
 
When we do that…
 
At 200 sales a day with a $218 AOV and a 20% take rate on subscription…
 
The revenue goes from $15,914,000 to $17,641,180…
 
And profit goes from $4,774,200 to $6,155,944 (assuming 80% profit on subscription sales). 
 
Meanwhile, at 500 sales a day with a $218 AOV and a 20% take rate…
 
The revenue goes from $39,785,000 to $44,102,950…
 
While profit goes from $11,935,500 to $15,389,860.
 
And those are pretty big jumps without having to implement a whole ton of work!
 
— 
 
Now, of course…
 
Getting a single health supplement sales funnel to gross $45MM in one year…
 
Is SUPER freaking rare. 
 
I’m fully aware of this…
 
But here’s the really crazy thing to think about…
 
We actually don’t need THAT many customers to do it. 
 
200 customers a day = 73,000 customers in a year
 
While 500 customers a day = 182,500 in a year.
 
There are 320,000,000 people in the US…
 
Out of that about 210,000,000 of them are adults…
 
And data shows us that a full-on 70% of US adults are overweight.
 
So, our market size is about 147,000,000 people…
 
And out of that, we’re just trying to make between 73,000 and 182,500 sales. 
 
That means, if we want to average 200 sales per day…
 
We just need to sell our product to 0.049% of our target market.
 
While, if we want to average 500 sales per day…
 
We need to sell our product to 0.12% of our target market. 
 
In other words, at the most, we need to sell to about one-tenth-of-a-percent of our market to net over $15MM. 
 
Pretty crazy, right?
 
And what all this goes to show you…
 
Is that when it comes to your sales funnel and getting rich…
 
It has a LOT less to do with the number of customers you bring in…
 
Then it does with the value of those customers…
 
Or your overall profitability. 
 
—
 
Alright, this blog post is getting long and I’m going to wrap it up.
 
As I’ve mentioned…
 
There’s still a lot more stuff to go through in future blog posts on this topic.
 
We haven’t even started to talk about: 

• • Monetizing our data yet (should lead to several million more in profit)…
  • Managing refunds and chargebacks…
  • Increasing compliance and minimizing risk (HUGE, especially as you get big)
  • Along with creating new VSLs, refreshing ad creatives, eliminating single points of failure, and making sure we actually put money in the bank.

Those are just some of the additional topics I need to write about here…

So I hope you stay tuned 🙂
 
 
– SPG
 
P.S. If you want to know more about how to maximize the conversions and take rates on your upsells, then I’ve got good news. Justin and I recorded the replay from our Zoom call last week about the 2 biggest upsell mistakes costing you money. Justin is a master at this, and you can check that out here on my YouTube channel.

On the call, Justin broke down the biggest mistakes with upsells (one has to do with your offer and the second has to do with the length of your copy).

He even busted out some LIVE example of the difference between a really good upsell and an average upsell.

So if you want to check that out, head over to my YouTube channel and watch it.

P.P.S. Can I be really honest with you? After writing yesterday's and today's blog posts, there's a part of me that really feels like I need to be charging for this content. Like even if I did a $97 a month newsletter with this stuff, I feel like a TON of people would join right? For now, though I am going to keep this stuff “free” and keep giving. But one thing you can do to help keep it free for right now is to help me continue to grow my audience. So if you know someone who would benefit from these blog posts – can you please forward this to them. Or better yet, send them to the form where they can apply to be on my list where they can receive content like this before everyone else does, which is here. 

The post How To Maximize Your Winning Offer Step 2: Add in Subscription first appeared on Stefan Georgi.

Good Morning 🙂

You know you’ve got a good offer when it’s 6:30 am in the morning…

And you refresh your CRM and get pissed that the number of sales only jumped from 87 to 95…

Even though it’s only been like 10 minutes since you last checked.

That’s what I’ve got going on with this new weight loss offer…

And it’s making me a pretty happy boy.

Yesterday we did like 230 front ends…

The day before that was also over 200 front ends…

And today we’ll definitely break 200 front ends as well.

I’d say 200 sales a day is now the new baseline…

But I wouldn’t be surprised if it gets to 500 per day or more…

Because it’s picking up speed on Facebook…

Matt Harmon is getting it dialed in on Native…

And lots of people are crushing it on email.

It’s pretty dope…

But the coolest part:

Because I’ve been in this situation so many times before…

Where you’ve got yourself a home run offer…

I’m keenly aware of the fact that there is more work to be done.

So over the next several blog posts…

I’m going to be going through all of the steps I take to get the most out of a winning offer.

This is going to be a master class in how to get rich…

So I hope you enjoy 🙂

—

Maximizing Your Winning Offer Step 1: Get Your AOVs Up

As I mentioned in a previous blog post…

I was able to add about 400 lines of copy to the original sales letter for this offer…

And it ultimately ended up increasing the AOV (Average Order Value) by like $40.

That’s a huge difference…

But I know I can get the AOVs even higher.

We’ve been testing a lot of price points for this offer…

And I think the final ones we’re going to settle on are:

$49 for 1 Bottle…
$39 per bottle for 3 bottles…
$29 per bottle for 6 bottles.

I’m fine with those price points…

But they mean that AOVs are typically going to be in the $140 range…

And I want to get them over $200…

Because we’ll make much more money…

Especially if we can keep our CPA where it is.

For example, yesterday our offer grossed around $25k…

With a really good profit margin…

But if the AOVs were even more dialed in…

It could have been over $40k…

And right now I want to show you how we can make that happen.

—

Okay, so how am I going to increase the AOVs?

I think the frontend copy is now pretty dialed in…

And trying to tweak the “close” any further would just lead to diminishing returns.

So instead…

My main focus is going to be on the upsells.

The original upsells in the copy are pretty generic and poorly designed…

But tomorrow we have some newly designed upsells going live…

And these upsells are based on a template I’ve used in the past…

Something that I know works decently well.

The offer structure looks like this:

Upsell 1:
Buy 6 More Bottles for $19 each ($114 total)

Downsell 1:
Buy 3 More Bottles for $19 each ($57 total)

Pretty simple…

But I’ve used this structure for years now…

And I typically see about a 20% take rate for Upsell 1…

And a 5% take rate for Downsell 1.

So how does this affect the AOV?

Let’s say the AOV is $140…

If 20% of people take Upsell 1 for $114…

That adds $22.85 to the AOV.

And if 5% of people take Downsell 1…

That adds $2.85.

Total that’s an increase of $25.70…

Which takes the AOV to $165.70.

That’s a big improvement already…

But we can still do way better.

—

So after the new Upsell 1 and Downsell 1 are proven out…

I’m going to get another variant done…

Where our doctor spokesperson is on camera…

And he spends fifteen minutes or so telling the customers that they really need to take the upsell.

My guess is that if we execute this correctly…

We can probably get the 6 bottles upsell to a 35% take rate…

And the 3 bottle downsell to a 15% take rate.

So what would that mean to the economics of the funnel?

Well, remember that the current baseline AOV is $140…

So if 35% of people take the first upsell at $114 per order…

That would add another $39.90 to the AOV…

And if we can get 15% of people to take the downsell…

That’s an extra $8.55 per order.

Combined this takes our AOV from $140 to about $188…

And now we’re talking!

—

But I’m still not done…

Because that was just the first upsell/downsell.

The next thing we’re going to do is put in at least two more upsells…

Where we sell related products…

With the goal of helping the customer to get even better results in less time.

For these upsells I’m going to want to play around with the offer structure a bit…

But I think we’ll probably settle on a Buy 3, Get 3 type of offer structure…

With the goal of getting 20% of customers to spend $100 on Upsell #2…

And 10% of customers to spend $100 on Upsell #3.

If we can do that…

It adds another $30 to the AOV…

And ultimately between Upsell 1…

Downsell 1…

Along with Upsells 2 and 3…

This takes us from a $140 AOV…

To a $218 AOV.

—

Can you see what a massive difference that would make?

If we’re doing 200 sales a day at a $140 AOV…

That’s $28,000 in revenue per day…

While if we’re doing 200 sales a day at a $218 AOV…

It jumps to $43,600 in revenue.

Let’s assume that our Day Zero profit margin is about 30%…

When we increase AOVs like this…

We take our daily profit from $8,400…

To $13,080…

And over the course of the year…

That’s the difference between $3,066,000 in profit

And $4,774,200 in profit.

Pretty crazy right?

And the reality is that this is totally achievable.

In fact, I’ve got the exact template to do it…

Because Justin teaches it in our mastermind…

Jordan Hall showed how to do it at our last mastermind in September…

And Jay Deiboldt is doing an in-depth talk about this exact topic during our next mastermind at the end of the month.

So it’s pretty nice to have mentors right?

—
Anyways…

The purpose of this blog post isn’t to promote my mastermind…

Or our Copy Accelerator Events…

But I am just going to say it:

When you look at the math in this blog post…

It should be obvious why I think joining our mastermind is the biggest no brainer on earth…

Especially if you’re an offer owner.

For my own business…

With one single offer…

I’m going to be able to increase our profit by $1.7MM in the next year…

And that’s assuming we only do 200 sales per day.

If we scale to 500 sales a day…

Or a 1,000 sales a day…

Profit becomes exponentially higher.

Well considering our mastermind costs $30,000 a year…

And we give you the exact blueprint for achieving monstrous upsell numbers like this…

It seems like a pretty good trade, right?

You put $30,000 in and getting several million back…

That’s hard to beat.

—

Okay and here’s the craziest thing…

There are at least 7 more ways I can optimize this winning offer.

These things are all based on my previous experience scaling multiple offers to 8 figures and beyond…

And I’m excited to share them with you…

Because like I mentioned already…

This will be a master class in how to maximize your profits once you have a winner…

While protecting against the downside…

Which is just as important…

Because I’ve lost millions of dollars in the past by not being smart…

And I’ll be sharing what I learned from those losses during this series of blog posts too.

—

Alright, that’s it for today.

On my end…

I’m gonna wake up Eden in a little bit…

Have a great day with my family…

I hope you have a great day too!

– SPG

P.S. Those profit numbers I shared in the blog post are pretty exciting right? But they’re only the start. Just wait until I share the rest of this blog posts series with you. You’re going to see how the profit can end up being double, even if we never get past 200 sales per day.

P.P.S. This post originally came from an email I sent to my private list. If you enjoyed this blog post and want to see more stuff like this from me, you can apply to join my list using this link.

The post How To Maximize Your Winning Offer Step 1: Get Your AOVs Up first appeared on Stefan Georgi.