I’ll be real with you, I used to hate discounts. I thought they made my brand look cheap.
Like I was begging people to buy my stuff. So for the longest time, I resisted using them. No flash sales. No discount codes. Nada.
Then one day, I tested a simple upsell offer:
“Add this premium version for 20% off.”
That one tweak? It doubled my revenue overnight. Not kidding.
The Discount-Driven Upsell That Changed My Mind
It started with a digital planner I was selling. I had the basic version listed for $12 and a premium version with bonus templates priced at $25.
I added a popup: “Upgrade to Premium Now – Save 20%!”
People clicked. A lot.
And the kicker? Most of them weren’t even looking for the premium option before. That discount was the nudge they needed.
It didn’t cheapen my offer — it positioned the upgrade as a smart deal. That’s the key with using scarcity to boost upsell conversions: make it feel like a win for the buyer.
Here’s What I’ve Learned (The Hard Way)
I’ve made a few mistakes, too. Like offering discounts that were too steep — which made people wait for sales instead of buying right away. Or giving discounts on low-margin products where I actually lost money on the upsell.
So here’s what actually works if you want to use discounts to encourage upsells the smart way.
1. Only Discount the Upsell, Never the Main Product
This is huge. Your main offer should always feel valuable on its own. You’re not bribing people to buy it. Instead, you’re rewarding them for upgrading.
I use phrases like:
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“Add this for just $9 more”
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“Upgrade now and save 15%”
It makes the upsell feel like a bonus, not a bargain bin item — a tactic that aligns perfectly with the advice in how to write high-converting upsell copy.
2. Time-Limit the Offer
One of the best things I ever did was add a countdown to the upsell. I use it right after checkout or during the purchase flow.
It’s simple: “You’ve got 10 minutes to upgrade at this price.”
That urgency triggers action. People hate missing out.
But don’t fake it — if you say it’s limited, it has to be legit. Limited-time upsell offers that convert work because they create honest urgency.
3. Make the Discount Feel Exclusive
Even if it’s automated, make it feel personal. Like:
“Thanks for grabbing the starter kit! Want to upgrade to the full course? Take 20% off — just for you.”
People love VIP treatment, even if it’s templated.
That’s why combining exclusivity with urgency makes upsells feel like smart decisions, not impulse buys — a principle explored in the psychology behind successful upselling.
4. Upsell Something High-Margin or Digital
This one saved me from burning out. Physical products eat into your margin fast with discounts. But digital products? They cost nothing to deliver again and again.
I always try to pair:
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A physical product → with a digital upsell
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A mini course → with a bundle upgrade
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A service → with a premium package
The margins stay healthy, even with a discount. For more inspiration on pairing offers, this list of upselling techniques for online stores breaks it down beautifully.
5. Test Your Discount Percentage
Here’s the truth: sometimes 10% is enough. You don’t need to slash your prices to make an upsell work.
I tested:
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10% → small boost in upsells
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15% → solid sweet spot
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30% → too steep, made people doubt the original value
Start small and watch what works. A/B test different offers if your platform allows it. This is especially useful if you’re creating automated upsell funnels test offers based on buyer behavior.
3 Quick Ideas You Can Steal
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Order Bump with a Discount: “Add this checklist for just $5 more — normally $10.”
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Post-Purchase One-Time Offer: “Thanks for your order! Want the full bundle for 20% off?”
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Upgrade Discount in Email: “Complete your bundle today — here’s 15% off, valid for 24 hours.”
I’ve used all of these. They work.
Final Thoughts
If you’re scared that discounts will ruin your brand — I get it. I was too. But when you use them with intention (especially for upsells), they can actually enhance your brand’s value.
It’s not about being cheaper. It’s about offering more for just a little extra. Customers feel smart for upgrading, and you earn more per sale. That’s the win-win.
So test it. Just once. Add a small discount to your next upsell. Make it feel exclusive. Track the results.
You might be surprised how much one little offer can change everything.
