Generating new leads is tough – you need to be out there hustling, networking, creating, and following up every day. There are amazing tools, such as lead magnets, that can work for you with minimal effort once created. But as we know, its easier to sell to an existing client, than to bring in a new one.
So how do you upsell, without feeling like you’re upselling?
1. Don’t think of it as upselling – think of it as continuing to add value. If you’re a career coach, then an initial program may be creating an amazing resume, but the next step for your client may be tips on asking for a raise or seeking a promotion. Continue to develop programs to address your clients growing needs.
2. Always ask yourself “what else,” and ask your client “how else can I help you.” Let this conversation flow freely and listen. Perhaps a monthly accountability call will help your client continue to prosper, if you get that sense, offer it! Understand what success looks like to them and help them continue on this journey. Be proactive and stay involved!
3. Understand your own business goals, and how these goals related to your client. When clients enter your sales funnel, do they drop off at a certain point? What step are you missing that can keep your clients engaged longer.
4. Listen to your client’s concerns – helping them overcome a new challenge isn’t upselling (exactly), it’s serving them better. Listen to their needs and concerns outside of what you’re helping them with right now.
5. Upselling is less about selling as it is about building relationships. Always look for ways to continue to establish yourself as a resource with an open door. Your clients need to feel that you’re with them for the long term, and the relationship is one that you value.
Most importantly, not all clients are perfect for an upsell. Review your client list to determine which are a good fit, are ideal clients that you enjoy working with, and will truly benefit from continuing to work with you. Don’t upsell for the sake of upselling (see these clients as sources of referrals, not upselling opportunities).
Remember, understanding your client and their journey is key – what brought them to you, where are they headed next on their journey? Frequently review client intake forms for greater insight and opportunities to develop programs to help the whole client, not just one specific need.
Looking for help on understanding your client’s journey? We have a worksheet that can help guide you – send us an email to get a complimentary copy!
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