opinion

The Art of the Upsell

Since 2006 my company Elevated X has sold CMS software used by thousands of adult pay sites including the official sites of dozens of studio brands. I like to login to my customers’ sites from time to time to see what people are doing. When I look at studio sites I see a lot of similarities but the one thing missing from nearly all of them is product upsells.

Oddly enough, I do see upsells for other membership sites. It’s crazy to me that people are willing to send their own customers away and literally give them to a competing site for a $30 payout but won’t make an effort to sell them products. It’s even crazier considering how high we know the markup on sensual products is.

The beauty of selling from within a site’s member’s area is that the people seeing the ads are pre-qualified. They’ve already made a purchase so they have already proven to be buyers who are willing to make an adult related purchase online.

I understand that for a lot of site owners and webmasters what I’m suggesting can’t be done easily and that’s a good excuse for not upselling. For my own customers using Elevated X to run their sites, however, it can be done very easily. Within minutes someone can add a banner ad to any page on their site, yet so few are doing it.

Every page on a pay site’s member’s area creates an opportunity to sell something that doesn’t compete with the site in any way. We know the result of people watching online porn. We also know the motivations and that they’re varied but the list is not extensive (e.g. visual arousal, education, curiosity, inspiration, fantasy fulfillment, etc.) Because of this, there’s little risk in having a site that has well placed, relatively unobtrusive ads. By this I mean that ads should be in highly visible page locations and large enough to be noticed but should not be confused with or get in the way of the actual content.

If you’re willing to send your customers to another site once they’ve paid to join yours, at least send them to a site that doesn’t compete with what you’re offering them. Instead of upselling other sites and sending customers away, studio sites should be using prime page real-estate on headers and side-bars to show ads offering specials on masturbators, lubes and stimulators that can be enjoyed by and appeal to just about anyone.

As a member moves deeper within a site, every page should have specific, relevant ads. For example, a video showing a woman using a Hitachi wand to get herself off should have an ad next to it to buy the Hitachi wand. If she’s wearing hot pink French panties, there should be a small ad under the ad for the wand to buy similar panties. If it’s a massage scene there should be an ad to buy the massage oil. If the scene features a whip or handcuffs or a blindfold there should be an option to buy these items. If a scene setup is that the performers are a swinging couple, have a link on the page to buy a book on Amazon about how to get into swinging. Videos featuring condoms should have ads for condoms. With all ads, there should always be an angle: They’re not just condoms, they’re the very best condoms… the ones preferred by porn stars.

The beauty of selling from within a site’s member’s area is that the people seeing the ads are pre-qualified. They’ve already made a purchase so they have already proven to be buyers who are willing to make an adult related purchase online. The space used to show ads is not being used for anything mission critical so showing ads really has no downside from a user-experience perspective. If done tastefully, upselling can actually improve the user experience for pay site members.

AJ Hall is a 14-year adult industry veteran and CEO of Elevated X Inc., a provider of popular adult site CMS software. Hall has spoken at industry trade shows and is a contributing writer for several trade publications. Elevated X software powers more than 2,000 leading adult sites, has been nominated for more than a dozen industry awards and won the 2012 and 2014 XBIZ Award for Software Company of the Year.

Related:  

Copyright © 2025 Adnet Media. All Rights Reserved. XBIZ is a trademark of Adnet Media.
Reproduction in whole or in part in any form or medium without express written permission is prohibited.

More Articles

opinion

Kraig McGee Blends Family Biz Experience, Creative Background at TAF Distributing

Walk into any Adam & Eve store in the Mountain West region of the U.S. and you’ve likely stumbled into a TAF Distributing outfit. Owned by industry veteran Kraig McGee Jr. and staffed by his closest family members, McGee’s 35 TAF-operated stores span 13 states, from woodsy Idaho to scenic Utah and well beyond.

Colleen Godwin ·
opinion

Fighting Back Against AI-Fueled Fake Takedown Notices

The digital landscape is increasingly being shaped by artificial intelligence, and while AI offers immense potential, it’s also being weaponized. One disturbing trend that directly impacts adult businesses is AI-powered “DMCA takedown services” generating a flood of fraudulent Digital Millennium Copyright Act (DMCA) notices.

Corey D. Silverstein ·
opinion

How Pleasure Brands Can Ethically Market to LGBTQ+ Communities

Every June, the rainbow floodgates open. Suddenly, pleasure products are “Pride-themed,” companies change their logos and brands rush to show just how inclusive they are — at least for 30 days. But as a queer, nonbinary marketing strategist who works with adult brands year-round, I’m here to say: Rainbow dildos alone are not progress. They’re often just noise.

Hail Groo ·
opinion

Building Seamless Checkout Flows for High-Risk Merchants

For high-risk merchants such as adult businesses, crypto payments are no longer just a backup plan — they’re fast becoming a first choice. More and more businesses are embracing Bitcoin and other digital currencies for consumer transactions.

Jonathan Corona ·
opinion

A Retailer's Road Map for First-Timers' Anal August

Anal August offers a prime opportunity for brands and stores to capture new customers and drive growth in a category that’s gaining mainstream momentum. As consumer interest in anal play continues to rise, now is the time to meet first-time buyers where they are, with approachable products, trusted education and a clear path to pleasure.

Matthew Spindler ·
opinion

What the New SCOTUS Ruling Means for AV Laws and Free Speech

On June 27, 2025, the United States Supreme Court handed down its landmark decision in Free Speech Coalition v. Paxton, upholding Texas’ age verification law in the face of a constitutional challenge and setting a new precedent that bolsters similar laws around the country.

Lawrence G. Walters ·
opinion

Optimizing Your Leadership Through Wellness Practices

For many of us, 2025 has proved intensely stressful — and we’re still only halfway through the year. In times like these, it may seem counterintuitive or even irresponsible to talk about seeking pleasure. Yet pleasure, presence, joy and connection can help you return to a mental and physical state that allows you to face and handle stressors.

Sarah Tomchesson ·
opinion

What You Need to Know Before Relocating Your Adult Business Abroad

Over the last several months, a noticeable trend has emerged: several of our U.S.-based merchants have decided to “pick up shop” and relocate to European countries. On the surface, this sounds idyllic. I imagine some of my favorite clients sipping coffee or wine at sidewalk cafés, embracing a slower pace of life.

Cathy Beardsley ·
opinion

Chastity Play Is Trending: Why It Should Be in Your Marketing Strategy

From chastity fetishes to power play, erotic control — once considered an esoteric niche within the world of BDSM — is now entering the mainstream. Google searches for “chastity cages,” “chastity fetish” and “orgasm denial” have exploded over the past year, with interest especially high for beginner-friendly models.

Naima Karp ·
opinion

A Look at Adult Retail's Role in Community Care

In the adult retail industry, we focus on empowerment, exploration and connection. We connect people with products that can transform their relationships with their bodies, with their partners and with themselves.

Rin Musick ·
Show More