Copy & Psychology
Downsell
A cheaper alternative offered when a customer declines the main pitch or a higher-tier offer. Catches buyers who would otherwise walk away.
A downsell is a cheaper alternative offered when a customer declines a main product or a higher-tier upsell. Instead of letting them leave empty-handed, the downsell catches them at a lower price point — a smaller pack, a trial size, a single-product instead of a bundle.
Downsells work especially well in post-purchase flows: the customer declines a $79 premium upsell, and the next screen offers a $29 starter version. A well-placed downsell typically captures 5-12% of customers who declined the primary upsell — a significant pickup on pure incremental revenue.