Introduction: Why Upsells Are the Secret Engine of Business Growth
Imagine McDonald’s without fries – ‘do you want fries with that?’ Or Netflix without the premium plan.
They’d be… smaller businesses. Less profitable. Maybe even non-existent.
Here’s the uncomfortable truth most creators learn too late:
👉 Your first sale usually doesn’t make you rich.
👉 Your second, third, and fourth sales do (often known as the ‘back-end’ of the funnel.)
That’s the point of upsells. They’re not “sleazy sales tricks.” They’re smart, ethical, customer-friendly ways to give more value, solve more problems, and increase your profits without spending a single extra penny on ads.
For mid-life creators, coaches, consultants, and solopreneurs, this is a game-changer. You don’t have to chase new followers endlessly. Instead, you can serve your existing buyers more deeply — and profit handsomely in the process.
Let’s walk through the four Upsell Offers Alex Hormozi outlines in $100M Money Models — and translate them into practical moves for digital offers like eBooks, courses, templates, and GPT-powered tools.
Part 1: The Classic Upsell — “You Can’t Have X Without Y”
The Core Idea
The Classic Upsell solves the next problem your customer faces immediately after buying the first thing .
Think: “You bought a car… you’ll need insurance.”
Or: “You bought a burger… you’ll want fries.”
It’s simple, it’s logical, and it works like magic.
Why It Works
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Customers are already in a “buying mood.”
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They trust you more once they’ve paid once.
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The next problem is obvious — and you’re solving it before it derails them.
Digital Examples
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eBook: They buy your “Fit at 65” guide. Classic upsell: a £47 workout planner template that helps them implement it.
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Course: They enrol in your “AI Blogging Bootcamp.” Upsell: a £97 bundle of ready-to-use blog post prompts for GPT.
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GPT Tool: They grab “Headline Creator Engine.” Upsell: a training mini-course (£47) on how to use those headlines inside sales pages and emails.
Why It’s Perfect for Mid-Life Creators
Your audience doesn’t want fluff — they want shortcuts and solutions. The Classic Upsell positions you as the person who thinks two steps ahead for them.
Part 2: Menu Upsells — “Pick the Option That Fits You”
The Core Idea
Instead of one “take it or leave it” offer, you present a menu of choices (packages, bundles, tiers) .
Think car rentals: economy, mid-size, luxury. Or streaming services: basic, standard, premium.
Why It Works
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Control: Customers feel they’re choosing, not being pushed.
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Anchoring: The presence of higher-tier options makes mid-tier look affordable.
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Flexibility: You meet people where they are.
Digital Examples
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eBooks: £9 for one eBook, £27 for a 3-book bundle, £47 for the full library.
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Courses: £197 for the course only, £397 for course + templates, £697 for course + templates + 1:1 call.
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GPTs: £17 for 1 tool, £47 for 3-tool bundle, £97 for the full Creator Stack.
Why It’s Perfect for Mid-Life Creators
Your buyers are not “one-size-fits-all.” Some want the DIY cheap option. Others want the VIP shortcut. Menu upsells let you serve both — and make more money from those happy to pay more.
Part 3: Anchor Upsells — “Look How Affordable This Looks Compared to That”
The Core Idea
Anchor Upsells use contrast pricing to make your mid-tier offer feel like a bargain .
Example:
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Offer A: £997 “VIP Done-With-You Coaching.”
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Offer B: £97 “Self-Paced Course.”
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Suddenly, the course looks ridiculously affordable.
Why It Works
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Humans are bad at judging absolute value. We judge relatively.
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Anchors make the middle option feel safe, smart, and irresistible.
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Premium buyers still exist — and they cover your margins.
Digital Examples
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Course: £1,997 for a 12-week mastermind (anchor), £497 for self-paced course (core).
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GPT Bundle: £297 for lifetime all-access pass (anchor), £47 for “starter bundle.”
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Coaching: £5,000 for 6 months (anchor), £500 strategy day (core).
Why It’s Perfect for Mid-Life Creators
Anchoring lets you charge confidently. Instead of under-pricing out of fear, you position your core offer as the smart middle ground.
Part 4: Rollover Upsells — “Use Your Previous Payment as Credit”
The Core Idea
Customers can roll over part (or all) of their first payment into a bigger offer .
It feels like you’re rewarding them for taking action, when really you’re nudging them toward more transformation.
Why It Works
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Removes risk: “I won’t lose my money — it just applies to the next step.”
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Creates urgency: often a one-time-only deal.
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Encourages upgrades when enthusiasm is highest.
Digital Examples
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eBook: Buy “Fit at 65” for £17, get your £17 credited toward the £97 “Fit at 65 Coaching Group.”
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Course: £47 mini-course can be rolled into the £497 flagship.
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GPT: Buy “Prompt Builder Pro” (£27) and roll that credit into the £97 Creator Stack within 7 days.
Why It’s Perfect for Mid-Life Creators
Your audience likes fairness. They hate wasted money. A Rollover Upsell respects their wallet while guiding them to bigger transformations.
Why Upsells Are Non-Negotiable
Alex Hormozi makes it clear: Upsells often make the majority of profit . Without them, you’re stuck selling burgers for 25¢ profit. With them, you’re selling meals and supersizes at 10x the margin.
For creators:
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Your eBook isn’t the business. The next offer is.
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Your GPT tool isn’t the empire. The stack is.
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Your mini-course isn’t the money-maker. The masterclass + templates + coaching is.
If you don’t have upsells, you’re leaving money — and impact — on the table.
Implementation Guide for Mid-Life Creators
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Start with your core product. What problem does it solve?
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Ask: What’s the next problem? That’s your Classic Upsell.
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Create good/better/best tiers. That’s your Menu Upsell.
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Set a premium anchor. That makes your core offer look affordable.
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Roll credit forward. That’s your Rollover Upsell.
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Stack them together. Don’t stop at one upsell — give multiple chances.
Conclusion: Your Business Grows When Your Offers Grow
Upsells are not “pushy.” They’re a service. They keep your customers moving forward instead of getting stuck after the first step.
For creators 35+, this is especially important. Your buyers don’t just want information. They want progress. Every upsell is a bridge to faster results.
If you want a thriving digital business, don’t just ask:
“How do I get more customers?”
Ask instead:
“How do I serve my existing customers better with the next obvious step?”
That’s how you turn £1 into £10. That’s how you build a sustainable creator business. That’s how you win.
