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.
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