VIP Upsell
A VIP upsell is a paid upgrade offered right after someone registers for a free webinar or event, such as extra access or a recording, that also identifies the most serious buyers.
Why add a paid option to a free webinar?
Two reasons. It recovers some of the ad spend before the webinar even happens, and it tells you who is serious. Paying anything before the event is a much stronger buying signal than a free registration, so VIP buyers are the people your sales team should prioritize.
How much do VIP buyers matter?
More than their numbers suggest. In the webinar funnels I've worked on, over 40% of total closes come from people who took the VIP option, even though they're a small share of registrants. They show up, stay for the offer and book calls at a higher rate because they've already made a small commitment.
Where does the VIP upsell sit in the funnel?
Right after registration, on the second page of a webinar funnel's six connected assets: registration page, VIP upsell, thank-you page and group, pre-webinar nurture, the presentation, and the follow-up that sells the roughly 70% of registrants who never show up live.
How should you treat VIP buyers?
- Give them a reason to attend live, because attendance drives booking.
- Flag them for your setters so they get contacted first.
- Track their close rate separately from free registrants, so you can see what the upsell is really worth.
FAQ
Does a VIP upsell lower registrations?
It shouldn't, because it's offered after someone registers, not instead of registering. The free path stays open; the VIP option is for the people who want more.