Using Scarcity to Boost Upsell Conversions

Countdown timers that mysteriously reset. “Only 2 left!” alerts for a digital product. I didn’t want to be that person.

But then something happened that totally changed my mind — and yeah, I’m about to tell you exactly what went down and what I learned the hard way about using scarcity to boost upsell conversions without being sleazy about it.

That Time I Lost a Sale Because I Waited Too Long

A couple years ago, I launched a mini course — just a simple $29 offer on how to write better email subject lines. I thought it would be cool to add a workbook as an upsell — you know, for folks who wanted to go deeper.

Here’s the thing though… I just left it there. No urgency. No time limit. No “grab it now” message.

I figured, “If they want it, they’ll get it.”

Spoiler: Almost no one bought the upsell. Out of like 70 sales, I had 3 workbook add-ons.

At first I thought maybe the workbook wasn’t good. But then I tested the exact same offer with a 72-hour deadline after purchase.

Guess what? The next time I ran that funnel, 24 out of 60 people bought the upsell.

That’s a 40% conversion rate.

All I changed was the scarcity element. No lying. Just a real, post-purchase deadline with a clear message: “This workbook is only available for 72 hours after you purchase the course.”

Why Scarcity Works? (Even for Honest Sellers)

I used to think using scarcity was just manipulating people. But the truth is, scarcity creates clarity.

People get distracted. They mean to come back later… and then never do. When you give them a reason to decide now, you’re actually helping them make progress.

Here’s what I’ve found:

• Deadlines drive decisions. Without a clear timeframe, people procrastinate. This is a core lesson I reinforced while exploring the psychology behind successful upselling.

• Limited-time offers feel more valuable. Scarcity boosts perceived urgency.

• Your upsell doesn’t need to disappear forever. It can just be time-limited in that funnel.

• You’re not tricking anyone. You’re guiding them.

How I Use Scarcity for Upsells Now?

I’ve tested a bunch of tactics, and here’s what’s actually working for me — and a few friends in the digital product space:

1. Time-Limited Upsells (48–72 hours)
   As soon as someone buys the main offer, I show them an upsell that’s only available for a short window. Usually 2–3 days max. I use countdown timers that don’t reset — no fake scarcity. You can see an example in one of my favorite case studies on limited-time upsell offers that convert.

2. One-Time Offers (OTO)
   Right after checkout, I present a “one-time offer” at a special price. If they say no, the offer disappears. It feels clean and respectful — similar to how I apply the one-click upsell strategy to streamline conversions.

3. Bonus Scarcity
   Sometimes, the product stays available, but the bonus is what’s going away. Like, “Grab the upsell in the next 72 hours and get the bonus swipe files included.”

4. Cart Close Scarcity
   This works better for launches, but it’s great for upsells too: “This entire bundle offer ends Friday at midnight.” It’s similar to what I outlined in creating product bundles — only this time, with a ticking clock.

What to Avoid? (If You Don’t Wanna Seem Shady)

Not all scarcity is good scarcity. Here’s what I don’t do anymore:

• No fake countdown timers that restart every time someone reloads the page.

• No “Only 3 left!” messages on digital products. That’s just… yeah, don’t.

• No hiding the offer forever. I often bring back upsells later — but just not at the same price or with the same bonus. (Side note: If you’re looking for upsell ideas that feel fresh and ethical, these 11 case studies of successful upsell strategies are worth a look.)

My Favorite Tools for Scarcity-Driven Upsells

If you’re curious about the setup, here are some tools I actually use:

• Deadline Funnel – Great for real timers and email automation tied to scarcity windows.

• ThriveCart – Makes one-time offers super easy right after checkout.

• Payhip – You can manually set expiry windows for upsells and add urgency messaging.

• ConvertKit – For time-sensitive email follow-ups reminding people the upsell is expiring.

Lessons Learned (and What I’d Tell My Past Self)

If I could go back and talk to the me who was too “ethical” to use scarcity, I’d say this:

Scarcity isn’t sleazy if you’re being honest. It’s just structure.

It’s giving people a chance to take action, before life gets in the way.

And when someone emails you saying, “Ugh I missed it, can I still get that upsell?”… you’ll realize they actually wanted the offer. They just needed a nudge.

So give them the nudge.
Use the deadline.
Be real about it.
And watch your conversions climb.