Tanner SmithCEO Syndicate Marketing | Scaling 7, 8, & 9 figure businesses | Performance marketing for ecom, local, and info businesses

100 DAY AD SCHOOL DAY 18

11 Jul 2025 · 1 min

Watch on YouTube

0:39

In this short instructional clip from Day 18 of the 100‑Day Ad School series, two speakers discuss the concepts of upsells and downsells in a retail context. They define an upsell as offering a customer a higher‑value or larger version of what they’re already buying (e.g., upgrading medium popcorn to large) and a down‑sell as presenting a cheaper or smaller alternative when the customer declines the primary offer. The speakers emphasize that these tactics are not high‑pressure sales tricks but natural extensions of the buying process that work best when the customer’s wallet is already open. They stress the importance of timing, framing choices as wins for the buyer, and keeping the conversation alive rather than ending empty‑handed. The segment ends with a reminder that this was Day 18 and a prompt to follow for Day 19.

Chapters

Can I get a medium?
It's only 50 cents extra for a large. Okay. Do you want to add some more candy for $2?
That's the magic of upsells and downsells. Your customers already made a decision. Their wallets are open, and that's the right time we should offer more. An upsell is giving somebody the chance to upgrade what they were already buying. Take, for example, my medium popcorn, turning it into a large, getting some extra candy for $2. Huh, full house for Snow White. Go woke, go broke. What were we talking about again? Oh yeah, upsells and downsells. A downsell is selling a more affordable or a a smaller option when they say no to the main thing. And you are keeping the conversation alive instead of leaving empty-handed.
Both of these are just natural extensions of the buying process.
They're not pressure tactics when done right. They're helpful. If someone's already excited about what you offer, it actually feels good to get the deluxe version or a little something extra for less. Just remember, people love choices, but those choices should always feel like a win no matter which way they go. That was day 18 of 100 Day Ad School. Follow for day 19.