Subscription Box Answers

How To Quickly Add MRR With Post Purchase Upsells!

• Liam Brennan

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On today’s episode of Subscription Box Answers, I’m sharing a simple way to add extra MRR and make more money from your existing customers — using post-purchase upsells.

It’s a small tweak that can make a big difference to your bottom line… and help the finances of your subscription box business work so much better.

Got a question you want answered on the show?
Head over to www.SubscriptionBoxAnswers.com, join the free Facebook group, and post your question there!

Speaker 1:

Welcome to Subscription Box Answers with your host, liam Brennan. You're no rubbish, no crap. Straight to the point podcast with real, actionable tips, real strategies and insights from the industry which will help you start and grow your own successful subscription box business. You ask the questions, you ask the questions, you ask the questions. Liam gives the answers. It's as simple as that.

Speaker 2:

Welcome back to a brand new episode of Subscription Box Answers. I hope you're having a really good day. On today's episode, I want to share something which can be quite powerful for any subscription box business, and it's all centered around making more money from your customers. Now, making more money from your customers is obviously very important. One of the main reasons it's very important is you want to ensure you're building a sustainable business and you want to ensure you're able to pay for everything but, most importantly, cover your marketing spend to bring new customers in. When you're running a subscription box business or any subscription business and I've touched on this quite a lot it's kind of like walking the tightrope sometimes and there's a equation you have to have working in your favor around your payback period obviously, how long it takes to turn a cohort of customers profitable, your lifetime value, your customer acquisition costs. It's all a equation that has to be running in your favor. Otherwise you can end up building a business that isn't sustainable. So, on today's episode, I'm just going to share a little tip that can make a big difference when it comes to building extra revenue in your subscription box business and, hopefully, getting that equation to work in your favor. We obviously use Subli and they have post-purchase funnels built into the platform and those post-purchase funnels can be a really powerful way of increasing your average order value and selling more subscriptions to your customers. On the back end and I'm actually going to share something we're doing with one of our subscriptions we offer on the back end, and I'm actually going to share something we're doing with one of our subscriptions we offer on the back end we offer quite a few different subscriptions when somebody signs up to BusterBox, but this is one that works really, really well for us. So if somebody signs up, right, one of the first upsells they're going to see is something that pops up saying get three bags of healthy premium treats for free.

Speaker 2:

Okay, and this is the copyright your dog has been invited to become an official BusterBox treat tester for free. This is what you're getting today for free. Your dog gets exclusive access to the treat tester club for free. You get your first delivery of healthy treats for free. You just need to pay for 99 post and packaging. Every month, we ship you a extra three bags of the healthiest treats on top of your normal delivery. Some of these will be our own brand treats and some of them will be treats sourced from the top treat manufacturers in Europe. If you and your dog are satisfied with the treats and you want to continue to receive them, you will pay £9.99 extra per month to continue to receive 3 extra bags. This can be cancelled at any point with no commitment required. You can rest assured that your dog is happy and getting the best toys and most healthy and delicious treats with the treat club and your normal BusterBox subscription. Oh yeah, one more thing you are also protected by the BusterBox promise. If, for whatever reason, you or your dog are not satisfied with these treats and you think they are poor quality they aren't we will cancel your subscription and give you a full refund and let your dog keep the treats anyway. That's how confident we are that you and your dog will love these treats. You can't say fairer than that. Click claim offer below to join the treat tester club for free. And then we have a picture of a dog wearing a chef hat and it says get three bags of healthy premium treats for free. Become an official buster box tester now.

Speaker 2:

Why does this work really? Really well, this is what some people find confusing. Right, we include treats in our box anyway. And on the post-purchase upsell, we're giving people the opportunity to join another subscription to get more treats. It actually usually works quite well to offer people the opportunity to buy a variation of the same thing again. Okay, people are going for this because they are the buster box brand treats. It's a really good offer. They may want to stockpile some treats. They may have more than one dog, they may want to donate some of these treats to a shelter, they may want to donate them to a friend's dog or they may just simply want more treats because they're in the market to buy treats for their dog. And the way we've packaged it is they get the first month for free. It's included in the box but they have to pay a additional $4.99 shipping and that $4.99 shipping obviously helps us cover the cost. And then, if they're happy and they don't want to cancel the next month, it will renew and they will pay an additional $9.99 on top of what they're paying already for their subscription. And this is just. This is only one subscription we have now, but this is a really powerful way of increasing your average order value. We looked at this recently enough. How many people were on this and it was driving a lot of extra revenue for our business and making our customers um a lot more valuable. Now we've another post-purchase subscription here that follows a similar framework.

Speaker 2:

Join the Tough Toy Club. Your dog has been invited to test the selection of our strongest toys for free. We have sourced, and, in some cases, manufactured, the selection of the most robust and super tough dog toys on the market. This has taken over 7 years of research, feedback and product development, but we believe we've finally cracked it, and we want your dog to be one of the first pups to experience it. Now, we would never say any of our toys are totally indestructible. No dog toy is. They aren't meant to be. In fact, it remains a vital part of our toy design to ensure that our dog toys break apart before your dog's teeth do Now. One thing we can guarantee, though, is these toys are very durable and your dog will love them.

Speaker 2:

There's more copy there selling this offer, but the point I'm trying to get across is right. We're doing the same thing again here, and we're following the same framework. We're selling more of the same stuff. We offer toys in our box. It's one of the main reasons why somebody signs up, but a large proportion of people do want to pay extra for more toys and for the opportunity to receive tougher toys. Now the advice I can give to you is, if you are struggling to fill out your post-purchase upsells, just test selling more of the same stuff, extra products which are already included in your box. If you have a couple of different product types, separate them out and give people the opportunity to buy more of the same and include it as a subscription option so you build up that extra recurring revenue.

Speaker 2:

But the one thing I'd say to you is you need to make it easy for people to cancel these add-ons, because if people come true and they do a lot of add-ons and then they realize, like after a month, well, I'm paying a lot for this subscription and it's not easy to remove the add-ons, they will end up canceling the entire subscription. And something else which dawned on me which really changed the the post-purchase conversion rates of all these things we have in our funnels. Right, we're running a lot of offers to get people signed up, so we're doing free gifts, double boxes, all that type of stuff that we've covered before on the podcast. Those customers like offers. So you should come up with more offers in your post-purchase upsells and if you do that, you're going to convert more of them and you're going to make more money and get more people on additional subscriptions.

Speaker 2:

Okay, that's just a little tip I wanted to share this week. Try it, it doesn't take long to set up post-purchase upsells Write the copy, dedicate a few hours, test this, put some new ones up and, yeah, it can make a big difference to your business. When you get this right Now, we'll be back next week at the exact same time. If you enjoyed this episode and you got value from it, would you mind giving me a review on spotify or whatever? Wherever you listen, it doesn't matter, just helps me get this out to more people. If you have a question you want answered on the show, just head over to subscriptionboxresourcescom, join the free facebook group, post your question there. Thanks very much, and chat to you next week. Bye.