It is difficult to generate new leads; you must constantly hustle, network, create, and follow up. Lead magnets are one amazing tool that, once created, can work for you with little effort.
However, we are aware that acquiring a new client is more difficult than acquiring an existing one.
How then can you upsell without appearing to be upselling?
1. Think of it as continuing to add value rather than upselling. If you are a career coach, the first thing you might teach your client is how to make a great resume.
The next thing they might learn is how to ask for a raise or a promotion. Create new programs to meet the ever-increasing demands of your customers.
2. Always ask “what else” to yourself and “how else can I help you” to your client. Listen as the conversation proceeds naturally. Offer your client a monthly accountability call if you think it will aid in their continued success!
Help them continue on this journey by understanding what they consider success to be. Stay involved and be proactive!
3. Know your company’s objectives and how they relate to your client. Do customers stop coming into your sales funnel at a certain point? Which step do you need to take to keep your customers engaged for longer?
4. Listen to your customers’ concerns; helping them overcome a new obstacle is not exactly upselling; rather, it is better serving them. Outside of what you are currently assisting them with, pay attention to their requirements and concerns.
5. Upselling is more about building relationships than selling. Always look for ways to keep building your reputation as a resource with open doors. Customers need to have the impression that you care about them and will be with them for a long time.
Most importantly, not every customer is a good candidate for an upsell. Examine your client list to identify those who are a good fit, who are ideal clients, with whom you enjoy working, and who will truly benefit from continuing their partnership.
Don’t upsell just for the sake of upselling (consider these clients as referral sources, not opportunities for upselling).
Keep in mind that having a solid understanding of your customer’s journey is essential: what brought them to you and where do they intend to go next on their journey?
Review client intake forms frequently for more information and opportunities to develop programs that address the client as a whole rather than just one need.
#business #marketing #selling
