5 Ways to Boost eCommerce Conversions With Downselling (With Examples)
In the competitive world of eCommerce, it’s not enough to just attract visitors—you need to convert them. One powerful but often underutilized strategy is downselling. While upselling focuses on encouraging customers to buy a more expensive product, downselling offers a more affordable or simpler alternative when the original product doesn’t convert.
Done right, downselling can rescue sales that would otherwise be lost and turn hesitant visitors into paying customers.
In this post, we’ll break down 5 effective ways to use downselling to boost conversions, complete with real-world examples.
1. Offer a Cheaper Alternative at Checkout
What It Means:
When a customer abandons their cart or hesitates at checkout, offer them a lower-priced version of the product they’re interested in. This may be a smaller size, fewer features, or a different brand.
Why It Works:
Price sensitivity is one of the biggest barriers to conversion. A well-timed downsell helps ease sticker shock and keeps the customer from bouncing altogether.
Example:
Main Offer: $199 Noise-Canceling Wireless Headphones
Downsell: “Not ready to commit? Try our budget-friendly version at $99 with core features.”
Result: Instead of losing the customer, you convert them at a lower price point and keep them in your ecosystem for future upsells.
2. Use Exit-Intent Popups to Downsell
What It Means:
When a user is about to leave the site (detected via exit-intent popups), you present a lower-cost or simpler alternative.
Why It Works:
Exit-intent popups offer a final chance to re-engage users. A downsell option at this point can reduce bounce rates and recover potentially lost conversions.
Example:
A user is browsing a $250 digital camera but shows signs of leaving. An exit popup appears:
“Still unsure? Try our best-selling $150 model—great quality at a better price.”
This gives the customer a softer entry point into your product line.
3. Create a Tiered Pricing Strategy
What It Means:
Design your product offerings with clear tiers—basic, standard, and premium. When a user hesitates at the premium level, guide them toward the basic or standard option.
Why It Works:
Having visible pricing tiers makes customers feel they’re in control of their budget. Downselling within this structure feels natural and non-pushy.
Example:
Product: Online Design Tool
Tiers:
- Pro Plan: $49/month
- Standard Plan: $29/month
- Basic Plan: $9/month
If a customer doesn’t convert on the Pro Plan page, you can prompt:
“Looking for something simpler? Try our Standard Plan—same tools, fewer add-ons.”
This gives a choice without a hard sell and improves the odds of capturing a conversion.
4. Leverage Email Automation for Abandoned Carts
What It Means:
Send automated follow-up emails when someone abandons their cart, offering a downsell product that’s cheaper or simpler than what they originally selected.
Why It Works:
Email is an effective nudge—especially when personalized. If someone passed on a premium product, offering a discounted or alternative version via email can re-engage them.
Example:
Cart: A customer abandons a $120 luxury skincare kit.
Follow-up Email (after 24 hours):
“Still thinking it over? Our Essentials Kit at $59 delivers similar results without the frills.”
Include a compelling image, product benefits, and a one-click purchase link.
5. Bundle Fewer Items or Reduce Features
What It Means:
Offer a pared-down version of a product bundle or reduce non-essential features to lower the price.
Why It Works:
Customers may like the idea of a product but not want to pay for extras they don’t need. By reducing the offer size, you align better with their expectations and budget.
Example:
Original Offer: Home Gym Bundle – $599 (includes weights, bench, barbell, resistance bands, and yoga mat)
Downsell: “Not ready for the full home gym? Start with our Starter Kit at $199 (includes bands, mat, and adjustable dumbbells).”
This lets you capture budget-conscious buyers who can later upgrade.
Final Thoughts
Downselling isn’t about lowering your standards—it’s about meeting the customer where they are. In an era where shoppers compare prices and features across tabs, offering a well-positioned downsell can be the difference between losing a lead and gaining a loyal customer.
Key Takeaways:
- Downselling keeps hesitant customers engaged
- Use targeted techniques like exit popups and cart recovery emails
- Always align the downsell with customer intent and value
Start testing one or two of these strategies today and watch your conversions grow.
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