6 Steps To Maximizing Your One Time Offer

one time offer script

One time offer script – Before you purchase another one of these, you need to know how to use one time offer effectively first. Otherwise your purchase will go down to waste.

Some time ago, I mentioned how using one-time-offers will result in you losing money instead of earning more money.

However, if done right, you can actually increase your overall revenue, and hence profits, for your business.

In our make money online / internet marketing industry, OTOs are HEAVILY overused, especially when it comes to products sold in the Clickbank marketplace. I just hate all these Clickbank “every guru is promoting” launches. It is not uncommon to see 3 or more OTOs or upsells/downsells or whatever you want to call it.

Here are a few tips when using OTOs in your business (I’ve mentioned some of these before in my previous post, but it’s worth repeating again below):

1. Make the OTO product independent of the front-end product

What this basically means is that customers can still use your front-end product to achieve the result you promised on your sales page even when they don’t buy your OTO. Do NOT say that the front-end product will be useless unless used together with the OTO product.

Hello, people have just paid you money for your front-end product, and you’ve just told them how great it is on your sales page, and now you’re telling them it won’t work unless they get the OTO?

Yikes!

2. Don’t use too many OTOs

From a marketer’s standpoint, of course using OTOs is sweet as you can increase your revenue considerably. But from a customer’s point of view, they are viewed as “evil”. Well, most of them view them that way. Not all, but most.

Using too many OTOs will surely piss off your customer. How much is considered too much? The number is debatable, but I strive to go for a maximum of 2 OTOs. Having 5 or 6 OTOs in VERY unbearable, for example.

Of course, you want to get as much revenue as possible. But strive to find a balance between revenue and customer experience.

3. Whenever possible, make your OTO relevant to the front-end product

For example, my current sales funnel for Profits Theme is as follows:

After people buy, they are offered 2 OTOs. The first one is Profits Theme Club, where they can get monthly landing page and blog skins as well as niche headers. The second OTO is for my Gold Coaching where I show people who are beginners how they can build a profitable continuity program from scratch.

The 2nd OTO might not be as relevant as the first one, but I provide that as an option for struggling beginners who are making little to money online.

You can see that both OTOs are independent of the front-end product – that is, the front-end product, Profits Theme, will continue to work even if they don’t take up these OTOs.

4. Stop using hype on your OTO page (and front-end sales page)

Business is getting tougher as competition gets tougher. Especially with social media where your customers can voice out their opinions easier and faster than ever before, you want to make sure that you’re after the lifetime customer value, not the one-time hit-and-run sale.

The lifetime customer value is what a single customer is worth to you over the long term. This means you sell your different products and/or services to this same customer over and over and over again.

Customers are getting better educated and have a lot of choices when it comes to buying. Why should they choose you over your competitors?

If you use hype on your sales page, most likely you’ll not be able to deliver your promise. This means overpromise and under-delivery.

Guess what? Yep, you can kiss these customers goodbye as they will not be buying any of your products and services again. Ouch!

By the way, did you know that your customer acquisition cost is the highest at the first point of contact with them? This means once you get people to buy your products, you can contact them again (to buy your other products or to build relationships with them) at literally zero cost (apart from your affordable autoresponder cost).

5. Present your OTO AFTER people have paid for your front-end product

Like I said before, a lot of people don’t like OTOs. There will be people who originally want to buy your front-end product but don’t in the end because when they clicked the “add to cart” button, they are shoved multiple OTOs down their throat.

They are pissed, and hence decide not to buy the front-end product altogether.

What you want to do is to present your OTOs AFTER they have paid for the front-end product. This way, the original purchase is secured.

6. Offer a hefty discount, and make sure the discount is REAL

If you don’t offer a big discount (50% or more), you’re not really giving people a reason to take up your offer right there and then. The reason it’s called one-time-offer because it should (and REALLY) is a one-time-offer where the price is heavily discounted.

Make sure that the discount is real – and by real I mean you link over to the sales page of the OTO product (opens in new window) so that people can see your discount is indeed real and not fake. Sorry, but there is just too much fake “limited-time” offers these days.

Again, before purchasing another one time offer script, make sure to take the above tips into consideration when constructing your sales funnel.

The EASIEST and FASTEST way to set up your OTOs is to use Zaxaa. Sign up for a risk-free account here and experience for yourself how powerful yet easy-to-use this sales platform is.

What do you have to say about OTOs? Do you like them as a marketer? Do you like them from a customer’s standpoint? Please post your thoughts in a comment below (I do provide live, do-follow links)…

32 Responses to “6 Steps To Maximizing Your One Time Offer”

  • Peter on December 23, 2011

    Some very good points and tips. I have actually testet #5 a few times and have had quite good response. I believe that testing, testing and testing is the way to go to find the best solution.

  • Poul on September 13, 2011

    Thasnk for the good advice on the one time offer. Haven’t tried it myself yet as I was not sure how to do and why, but this has really helped quite a lot. Thanks.

  • Jesper on September 1, 2011

    Great tips on maximizing offers. I’m sure going to use this next time I make an offer. Thanks.

  • Yayson Potter on August 20, 2011

    Thanks for the post, excellent view on OTOs. You see them way too often and lots of the times I have noticed that they don’t seem to go away. The OTO that lives forever. Plus I prefer to try software out first before purchasing and many times with OTOs this isn’t an option.

  • Zulfikar Nore on May 23, 2011

    Welly, I couldn’t have put it better myself. Valid points on over hyped OTOs (if the extra bull crap on the salesletter wasn’t bad enough) – and great tips on implementing a well executed OTO.

    Personally as a customer I dislike the over-kill on such offerings (if one can call them offerings at all!) but one can be justified if its relevant to the front end product. As a marketer, I hardly ever use the tactic – I would rather gain a customer, build relationship with them and later offer them a product of value that meets their needs.

    Even if I don’t make a sale on the first mailing I know that down the line I will provided I continue to build the relationship and offering good quality content.

    Frankly, the over-kill on OTOs, the hyped up bull-crap and the “shove” as many offers down the throat all served up on a fake silver plate is a joke and the biggest online business killer.

    Why do so many new marketers fail? This is the very reason – they are conditioned to believe that this is how internet marketing works and that is how they should structure their business. Result? 95% fail and all because some “Guru” wanted to make a quick kill with their “This is not a get rich quick scheme” but am doing it anyway methodology!

  • Martin on May 12, 2011

    Hi Welly I have always hated the hype, especially in these very long insincere sales pages, you know the ones that drag on and on for 45 minutes, and all it is at the end is yet another article spinning software! The ones that say 6 clicks and watch the dollars roll in, but it takes 50 clicks just to get through to the software you bought! Getting past all the crummy upsells, webinars, one on one training, you know the sort 37 dollars for the rubbish software 997 dollars for the overhyped training, oh and if you don’t buy the upsells, just before you get your software it says, “No I am not really interested in making money just give me my software” So that’s how gurus do it? insult you for buying their product! I rather sell honest, with a clear conscience no oto, and they come back time after time. If you sell a quality product, like yours, you have customers for life, and piss no-one off. Cheers, Martin

  • Rogerio Job on May 12, 2011

    Great tips Welly! I agree with you that we always should build the OTO based on value that it’ll have to our customers.

  • Tony Clingan on May 12, 2011

    Hi Welly

    You’ve hit the nail on the head with this post,it describes exactly what has been wrong with IM recently, particularly the clickbank crowd over the last year and I suspect why 99% of us have unsubscribed from the lot of them

    From insulting your customer by telling her she is not serious if she does not buy the upsells, the wild claims followed by lame solutions and then the endless OTO’s without any explanation as to what they add other than $297 to the price of your $37 product

    This kind of marketing has been killing the credibility of IM, we all hope it ends and soon

    Thanks for sharing

    Tony

  • Roy on May 12, 2011

    Good advice, Welly.

    I really like your advice to capture the initial sale BEFORE offering the OTOs. Once you have captured a BUYER on your LIST you can continue to offer them other deals over time anyway. There’s no need to beat them over the head with endless OTOs in the first 2 minutes.

    Who will ever buy from you again if they hate you for the “buying experience” you put them through?

    Another credibility killer, for me anyway, are all these claims of “a $9947 VALUE!!!” as bonuses for buying some $37/77/97 dollar product.

    Really!? You think I’m so stupid as to believe I’m getting a genuine $10 Grand worth of bonus products for a less-than-100 buck purchase? It’s like my car dealer offering a brand new Rolls Royce as a bonus for buying a Honda Civic… is that believable?

    I can’t speak for anyone else, but that sort of thing screams “BULLSH*T!” to me, and leaves me doubting everything else that’s been said.

    /rant

  • Bill on May 11, 2011

    Do not like OTO’s However your tactic to offer a downsell for a solid product seems a good way to offer something of real not “perceived” value that the customer will be pissed at later

  • Gary Smith on May 11, 2011

    I get annoyed with OTOS because I’d like to try out the product first, before deciding to spend more money on one person’s products. If it works, if it’s good information, if it’s fairly priced, I will be back to by more.

    But I’m not buying any upsells until I evaluate the first product.

    I don’t use upsells or OTOs. I sell them on the backend, building a relationship, after they’ve had a chance to use the product.

    gary

  • peter mcgrath on May 11, 2011

    hi Welly
    tahbnks for another excellent post on oto just interested can you actually create oto offer sales pages product page download pages etc
    I know you build really good websites etc just interested??
    regards
    peter mcgrath

  • Kalle on May 11, 2011

    The Ol´37$ Cb products with 5-6 upsells. Reedikulous!

    People actually believe that they can get a product for $37 that´s worth anything!

    Listen folks! $37 always becomes $500. That´s it.

    It´s to lure people who ain´t got the $500 to spend to buy anyways.

    There´s one copywriter who´s behind all this. He shall remain nameless…

    However it was also mr. Filsaime who started it all with a program about upsells 2-3 years ago…

    Now he talks about why people fail- OMG!

    -Kalle

    • Martin on May 12, 2011

      I am with you there, well said too much hype, and you know it will be rubbish.Read what I said down a bit. We think alike! Martin

  • Bonnie on May 11, 2011

    Hi Welly

    This is great advise, thanks again.

    PS I am loving your gold program, it’s easy to understand, and I love your crazy accent!

  • Jared Detroit on May 11, 2011

    I would be really upset if someone said my original purchase wouldn’t work without the OTO. Likely I would not buy the OTO and just let everyone know to never buy from that person.

    It’s refreshing to hear you say tone down the hype, especially on the OTO.

  • Trish on May 11, 2011

    Appreciate these tips Welly. I haven’t used OTOs myself yet but will implement them when I get a product up, for then obvious reason of maximizing profit, but since I personally don’t like more than 2, think I’ll make that my limit when on the other end.

    I like your point that when someone buys your product & then says “you’re telling them it won’t work unless they get the OTO?” – yes, that really cheeses me off – happens so many times, inclined to put me off buying from someone new. Like Yusuf, I appreciated your OTO for profits theme, was very tempted as they were good value.

  • Mark 'MKWeb' Hultgren on May 11, 2011

    Thanks for the post Welly,
    I personally keep a “Blacklist” of marketers that send me through OTO Hell. If I click on one of their links and I get hit with more than three OTO’s, onto the list they go and I never click on any of their ads again, usually I will unsubscribe from their mailing list too unless it is part of a update notification list.

  • Nic Penrake on May 11, 2011

    Some very good points Welly. Especially the one about fake scarcity. By coincidence I’ve just been re-working a OTO so that it links to the regular sales page. Bit more work, but worth it, I’m hoping!

  • Well said. Couldn’t agree with you more. In fact I returning a ClickBank product today because I was so fed up with interminable upsell hell plus I had no clue what the product was about until I’d paid my money.

    Also a note is going to the affiliate telling him that if he continues to insult me and abuse my trust in this way, I will be unsubscribing fast.

    Anyone who has been successful in any serious business prior to IM already understands these principles, and the low barriers to entry in this market mean there are many unsophisticated and opportunistic kids who only seem to care about the short term.

  • Earthquake Preparedness on May 11, 2011

    Yeah, I hate the overdone OTO’s too. One is OK in my book, but that’s it. Not sure it matters if it’s before or after payment though.

  • Salvador Posada on May 11, 2011

    Excellent post, Welly.

    I really liked the guidelines to consider in terms of how many OTO’s to present to customers.

    I have gone through a sales process with more than 5 OTO’s (I don’t remember the exact number) and you’re right, it is very frustrating and discouraging.

    Of course, we know that OTO’s work because, among other factors, as consumers… we don’t want to “miss out” on an opportunity to save money.

    So, one side of us is often trying to say: “Go for it! Buy now or you’re gonna’ be sorry you didn’t and then have to pay the full price!”

    Meanwhile, the other part of our subconscious mind is saying: “Don’t buy it! You’ve spent enough money money already. They’re just trying to take advantage of you. Don’t let them do that!”

    Of course, if the offer is truly a great value and if it’s within our budget, I believe that we SHOULD take advantage of good OTO’s!

    However, because of that “fight” going on inside our minds, having to go through that more than two times (with more than two OTO’s) can be an emotionally draining process. Thus, creating a negative experience from the customer’s point of view and then there’s the danger of him or her associating the Merchant with the negative experience (even at a subconscious level) and possibly not ever buying from the Merchant again.

    Not something any of us want. We want to earn our customers’ trust and respect to have a mutually beneficial relationship. And just because… it’s right.

    Again, great post!

    Thank you.

  • aya on May 11, 2011

    Welly

    Thanks for sharing your good tips. The tips are very useful and helpful.You have a great big point of what you say here. I also agree with Allen. Not all the time OTO can build a good relationship to a customer but sometimes it can be also make or break the relationship you have with your customers.

    Thanks :)

  • Craig Caron on May 11, 2011

    Thanks for the great post. Always good to have a reminder on how to properly use OTO’s. I usually stick with 1-2 depending on how the front end product is put together

    Thanks
    Craig Caron

  • Lowell on May 11, 2011

    That’s why I do not “readily” click OTO. We’ll, thanks for the information, I might give OTO’s a second glance the next I see it.

  • Jesse on May 11, 2011

    Well Said…

    I really like your point about:

    “Hello, people have just paid you money for your front-end product, and you’ve just told them how great it is on your sales page, and now you’re telling them it won’t work unless they get the OTO?’

    I don’t know how many IM product I have bought that followed this tactic…

    This is just bad business if you ask me…

  • Yusuf Effendi on May 11, 2011

    Thanks Om Welly You are the first people introduce me the real one time offer, when buying your themes. Thanks

  • Nando on May 11, 2011

    Hi Welly,

    Very good points you brought out in this post. I personally don’t mind one or two OTO’s if they are relevant to the topic that I’m subscribing for.

    I really dislike the way these CB Guru’s practically beat you over the head with 4 or 5 though. Very irritating.

    I think any good marketer should use OTO’s in general in order to capitalize on and justify the monthly business expenditures that come with operating and internet business.

  • Omar Pacheco on May 11, 2011

    Hi,

    In the spanish market it is not so commun to show an oto, and I decided to probe these technique. It info is very relevant for me, thank you.

    I have pruchased products from you and it is true you follow the rules you post here.

    Regards.

  • JoelinPDX on May 11, 2011

    Count me among those who hate OTOs and pretty much for the reasons you’ve stated. More often than not, OTOs are just hypey crap. They aren’t discounted in a meaningful way and often they are phony scarcity scams.

  • Allen Walker on May 11, 2011

    Thanks for sharing, Welly. :)

    Those are all very good tips that I think not only us, but our customers will appreciate.

    An OTO can make or break the relationship you have with your customers sometimes. :)

    Cheers,
    Allen

    • Maria on May 11, 2011

      I agree that you need to be careful about how you use your One Time Offers but I wouldn’t go as far as to say it could break your relationship with your customers. Sure if you use the example given in the article about making the front-end product useless without this upsell, then you might do more harm than good.

      But if anyone is that stupid I don’t think they deserve customers in the first place :)

      /Maria

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