Rawsumption #1: Selling microproducts in newsletters improves the main conversion for B2B

What is a Microproduct

Microproduct is a small solution that solves a tiny pain of your persona.

Microproducts display attributes like:

• Limited by features or usage capacity

• Meant as a product entry for upselling the main solution

• Either free or costs no more than 5% of your main product

Selling a microproduct builds trust with your brand. You’d basically have your persona experience the consequences of a purchase. This is sort of a safe space for customers as it reinforces feelings of satisfaction rather than regret. This experience assures your persona that buying a more expensive product would produce the same results and feelings if not more.

The Assumption

If we sell a microproduct in a newsletter, it will improve the main conversion for B2B business.

How to Test This Assumption

Newsletter monetization consists of 2 parallel email sequences:

• the content sequence with article digests or personalized content

• the sales sequence with a CTA to buy your main product

Create two subscriber groups and show them 2 different sales sequences:

• one for the main product

• one for the microproduct

Then, compare the main conversion rate between the two groups.

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