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How to Create a Great Sales Funnels for Physical Products

Looking to boost sales for your physical products but not sure where to start? A well-crafted sales funnel might just be the solution you're searching for.

Welcome to a guide that's going to change the game for you.

Selling a physical product online goes beyond just showing off what you've got. It's about strategically leading your potential customers from curiosity to purchase—and even further, with the clever use of upsells, cross-sells, and down-sells.

If the idea of building a sales funnel for a physical product sounds overwhelming, don't worry.

We're here with a straightforward, step-by-step guide to help you create a sales funnel that not only attracts but also converts and maximizes the value of each sale.

Why Should You Use a Sales Funnel for Your Physical Products?

When you deal with physical products, you might not think setting up an online sales funnel is important.

There’s a lingering belief that funnels are mainly for digital products like courses, eBooks, webinars, etc. – but that isn’t true. All products can seriously benefit from a good sales funnel. It’s all about guiding customers from “Hey, what’s that?” to “I need this in my life,” step by step.

Let’s break it down. A sales funnel is your way of connecting with potential buyers online and converting them. It’s where you get to say, “Hey, we’re here, and we’ve got something you’re gonna love.”

But it’s not just about making introductions. Your sales funnel is your classroom, too. It’s where teach your customers why they need what you’re selling. Sometimes, they don’t even realize there’s a gap in their lives your product can fill. Your funnel can help connect those dots for them.

Buying something online also comes with its own questions. “When will it arrive?”, “What if I don’t like it?”. Your funnel can answer all these questions before they even have to ask them, making the whole process smooth and worry-free. This kind of clarity can turn a one-time buyer into a fan for life.

And here’s where it gets better. Through your funnel, you can introduce your customers to more upsells and cross-sells – more goodies they’ll love. Or, you can present a downsell offer to still catch the sale if someone doesn’t want your initial offer.

With that in mind, you can see why setting up a sales funnel for your physical products is a bit of a no-brainer. It’s not just for digital goods; it’s a powerful tool that can help any product stand out, sell better, and create happy, loyal customers.

What is The Perfect Funnel Flow for Selling Physical Products?

Let’s talk about what you’ll need for your sales funnel:

1. Standard Sales Funnel for Initial Offer

Before you get started, you need to have a finished product that’s ready to be sold. This tutorial functions under the assumption that you’ve done all the necessary steps to create a valuable offer (market research, identified your target market, built your buyer personas, etc.)

You also need to ensure you have a solid amount of stock to ship, before you launch your sales funnel.

This funnel also brings in the potential customers you’ve drawn in through lead-generation – using lead magnets like webinars, special podcast episodes, etc.

You can also use other channels in your marketing strategy to direct traffic to this funnel through social media platforms like LinkedIn and Facebook, or even forums (e.g. Reddit).

In terms of the funnel itself, you’ll need to set up the following:

  • Sales page to catch your audience’s attention and guide them to purchase your product.

  • Checkout page to facilitate a simple, streamlined transaction process

  • Thank You page to express appreciation for your customer’s purchase and provide next steps 

  • Confirmation email that serves as a receipt and provides the customer with all necessary details about their order

2. Upsell/Cross-Sell Offer Page

Upselling involves encouraging a customer to purchase a higher-end product than the one they’re currently considering.

For example, if your initial offer is an educational eBook, you could present a bundle that includes an online course, PDF guide, video, and the same eBook – as an upsell.

A cross-sell works in a similar way. This strategy involves suggesting a related but distinct product that complements the initial purchase.

For example, if a customer buys an eBook on digital marketing, a good cross-selll would be suggesting a social media marketing toolkit or a set of customizable templates for content planning.

Since your customer is already in “buy mode”, they’re more likely to consider additional value. 

When Should You Offer an Upsell/Cross-Sell?

There isn’t a standard, set-in-stone “ideal time” to offer an upsell or cross-sell. Let’s consider the pros and cons of presenting an upsell or cross-sell before and after purchase

Upselling Before Checkout:
  • Boosts Your Initial Sale: Showing customers more stuff before they pay can make your sale bigger because they might add more to their cart.
  • Makes Shopping Better: Customers see all their options upfront, which can help them make better choices.
  • Saves Time: Adding everything in one go is easier and saves the hassle of multiple checkouts.
  • Can Be Too Much: Throwing too many options at customers all at once might make them give up and leave.
  • Could Distract Them: They came to buy one thing; too many suggestions might make them forget what that was.
  • Makes Checkout Feel Long: More steps can make checkout drag on, and some might not stick around to finish.
Upselling After Checkout:
  • Feels Like a Bonus: When you offer something special after they've bought something, it can make customers happy and more likely to buy again.
  • Better Chance of Converting: People who just bought something are usually more open to buying more, especially if they liked what they got.
  • Keeps Checkout Clean: With no extra offers in the way, buying is quick and easy, which customers love.

  • Might Miss Out: If the offer only comes after, some customers might not notice it, especially if they don't check their emails much.
  • Less Spur-of-the-Moment Buys: Once the initial excitement of buying wears off, they might not be as keen on adding more to their purchase.
  • Shipping Gets Tricky: For physical things, adding more items after buying could complicate shipping and might cost you more.

Making the right choice between pre- and post-purchase upselling/cross-selling should be based on your understanding of your customer base and their purchasing behavior.

We recommend running A/B tests to see which upsell timing works best with your customers.

3. Downsell Offer

Downselling is a strategy used to offer a more affordable or simpler alternative to a customer who is hesitant about a higher-priced item. It’s a great way to keep potential buyers engaged and not lose a sale completely.

Here are some downsell ideas for physical products:

  • Smaller product (in quantity or size)

  • Basic version of the initial offer

  • Bundle of less popular products

  • Accessories instead of the main product

  • Payment plan to make the purchase more manageable

The best time to present a downsell is immediately after the customer declines the initial sales offer – either by clicking “No Thank You” or attempting to exit the page.

You can display this offer through a popup on the same page or a redirection to a separate landing page specifically designed for the downsell offer.

How to How to Create a Sales Funnel for Physical Products (Step-by-Step)

This tutorial is simple, straightforward, and quick to set up. Follow the steps to create one for your business.

Step 1: Download & Install Thrive Architect

Thrive Architect is the landing page builder you need to design high-converting funnel pages for your upsell/cross-sell and downsell offers.

Screenshot of Thrive Architect Sales Page

This plugin takes the headache out of web design and provides you with a straightforward path to creating sales funnels that look great and work smoothly.

Everything is drag-and-drop – which means no complex coding. If you want to build a sales page from scratch, you can set one up in minutes using Thrive Architect’s block templates.

We’ve gone 10 steps ahead and compiled block templates that include the main elements each part of your funnel pages  will need – from pre-designed hero sections, to features & benefits templates, testimonial blocks, and many call-to-action (CTA) sections.

Think of these templates as your shortcut to a stunning website. No more staring at a blank page, wondering where to start.

All you need to do is click the blue plus section on the page and access the Thrive Architect block library.

But it gets better.

If you want a faster way to build high-quality sales pages – and spend less time fretting over small design decisions – then hop into the landing page template library.

These one-click templates are more than just visually appealing; they're optimized based on proven conversion principles, meaning they're crafted to get your audience to act. 

Thrive Architect is different because every template in our library follows key conversion optimization principles. All you need to do is choose your design, customize the color, add your copy and get started.

In terms of integrations, this plugin works seamlessly with most Google analytics plugins and the best SEO tools to help you track your metrics and optimize your content for search engines. 

You can also connect your pages to your email marketing, eCommerce, and automation tools in a few clicks. 

Thrive Architect doesn’t have a free version, but this pro plugin offers a 30-day money back guarantee — allowing you to give this tool a try, risk-free.

Check out Thrive Architect’s pricing.

Additional Tools for Your Funnel

Along with Thrive Architect, you'll need the following tools to build a complete funnel:

  • CRM tool: Keeps track of customer interactions and data, helping personalize the sales journey.
  • Checkout plugin: Simplifies the buying process, making it easy and secure for customers to purchase your products.
  • Email Marketing tool: Allows you to automate communications, send out newsletters, and nurture leads through tailored content and offers.

Step 2: Create Your Sales Page in Thrive Architect

In the WordPress dashboard, click “Add New” and select “Page”.

Adding a new page in WordPress

Name your page and click the green “Launch Thrive Architect” button.

Thrive Architect will provide you with four options:

1. Normal Page

2. Blank Page with Header and Footer

3. Completely Blank Page

4. Pre-built Landing Pages

We recommend choosing the "Pre-built Landing Page" option.

In the Landing Page Library, browse through our template sets and select the one you like most.

Landing page templates in Thrive Architect

Landing page template sets in Thrive Architect

Each set comes with page templates that serve specific purposes. Find a template that best suits what you’re looking for and click it.

All our landing page templates have everything you need to effectively promote your sales offer:

An attention-grabbing headline and space to add supporting, persuasive copy.

Hero Section

A social proof section to add testimonials, case studies, or success stories from people who love your products and services.

A well-crafted “Benefits” section to give your audience an idea of what to expect from your sales offer.

Screenshot of a "Benefits" section in a Landing Page Template

"Benefits" section in a Landing Page Template

An FAQs section to proactively address your potential customers’ questions about your products or services

Pricing tables to clearly depict what your customer can expect when they purchase a product.

Pricing Table templates in Thrive Architect

Every template comes with helper text, to show you where to add copy and the message it should convey.

So, go through your template and replace the placeholder text and images with your own content.

Don’t forget to save your landing page design

Step 3: Create Your Upsell/Cross-Sell and Downsell Pages

As you customize your upsell and downsell page templates, ensure your offer pages have:

  • High-quality videos and images for your website to explain the offer more effectively and make the page more engaging.

  • Concise and persuasive copy that clearly explains the benefits and solutions to your audience’s pain points.

  • Social proof to build trust and credibility (include customer testimonials, reviews, case studies, or user statistics that validate the offer's value).

  • Strong CTAs that direct your customers on what to do next to take advantage of your offer.

  • Pricing that shows a comparison with the original price to highlight the deal being offered.

  • Urgency elements to encourage quick decision-making – countdown timers, “limited spots available” signs, etc.

Countdown Timers in Thrive Architect

  • Frequently Asked Questions (FAQs) to address potential questions that a customer might have, which helps in decision-making.

Step 4: Build Your Checkout Page

Your checkout process will depend on your payment plugin of choice.

For a simple sales process, choose a checkout tool that supports Stripe, PayPal, debit/credit cards, and even Apple or Amazon Pay, offering multiple payment options.

If you’re using WooCommerce to sell your products, you can use Thrive Theme Builder and Thrive Architect to customize the default WooCommerce checkout page and connect your order form to your email marketing service, too.

WooCommerce Templates in Thrive Theme Builder

If you want to display your upsell page after a purchase, then you can configure these settings in your checkout tool.

You should be able to do this with most tools like WooCommerce and Thrive Cart.

Bonus Tip: Instead of directing customers to a separate down-sell or cross-sell page, consider using a popup on a designated thank you page that displays after a successful purchase.

Step 5: Create Your Thank You Page

Create another page in WordPress, launch Thrive Architect, and select the “Thank You” page template from your landing page set of choice.

Use Thrive Architect to customize the placeholder text and images. Once you’re happy with your changes, save your page.

Now you have all the pages you need in the funnel, time to set everything up.

Step 6: Set Up Your Post-Purchase Email Flow

Don’t forget to follow up with new customers after their purchase. 

The best way to do this is through email automation.

Set up an automated email sequence. Include engaging content like thank-you emails, satisfaction surveys, and relevant additional product offers.

You could also encourage repeat business by offering existing customers loyalty programs, discounts on future purchases, or referral benefits.

Step 7: Test and Improve Your Funnel

Once you’ve connected all parts of your funnel, you should:

  • Test the checkout process
  • Ensure all links work as they should
  • Ensure a confirmation email is sent after purchase and the customer is directed to the next stage correctly

We recommend running regular A/B tests to find the most conversion-focused version of your sales pages.

You should also install an analytics tool.

Using an analytics tool will help you understand how your funnel is performing through tracking user behavior and conversion rates.

These insights allow you to pinpoint where potential customers drop off and make data-driven adjustments to improve effectiveness and increase sales. Our top recommendation for tracking your site's analytics is MonsterInsights.

MonsterInsights, the best WordPress analytics plugin


Next Steps: Start Driving Traffic to Your New Sales Funnel

Once you’ve set up your sales marketing funnel it’s time to get it in front of the right eyes.

As you share your landing page on social media, through email, and even via SEO, you need to make sure you’re targeting the right people

Here are 4 free resources to help you drive the right traffic to your website:

Are You Ready to Launch Your First Sales Funnel for Your Physical Products?

Now that you have the key steps to building an effective sales  funnel for your physical products, it’s time to start building.

With this tutorial, you can easily build your own sales funnels to turn your marketing efforts into profitable results — while providing a smooth customer experience at the same time.

The best part? You don’t need an expert sales team to make this happen.

Thrive Architect is a powerful funnel-building tool that provides you with everything you need to create stunning landing pages.

All you need to do is purchase the plugin and start your sales-generating journey today.

So what are you waiting for?

Buy Thrive Architect today.

About the Author Chipo

Chipo is a content marketer, digital consultant, and seasoned freelancer with a keen interest in tech, marketing, and the future of work. She helps both graduates and solopreneurs set up their personal brands so they can thrive online. When she’s not working, she’s reading, dining out, and watching old seasons of Grey's Anatomy.

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