It is not at all easy to generate brand new leads. You have to work hard, network, follow up, create new campaigns, hustle and a lot more. The truth is that it is much easier to make a sell to the client that you already have as opposed to generating a brand new one. Upselling is something that every single business owner has to think about but how do you actually do that? Here are some tips from Noll Law Offices that were proven to be really effective in the past.
Do Not Consider It Upselling
Instead of upselling, think about the process as adding value. For instance, if your job is a career coach, the initial program can be a great resume but then, a new step can be to offer tips about what to do in order to get a promotion. If you keep developing brand new programs, services or products that address growing needs that clients have, it is easy to upsell.
Ask The Client
The best resource possible to see what you can upsell is the customer. You want to open a communication channel with the individual. A simple question like “how else could I help you?” can do wonders. One phone call that you make one month after the sell was made can help you. What you want to do is understand exactly what the customer needs. What better way to do this than to ask?
Focus On Business Goals
It is always a really good idea to understand the business goals that you have. At the same time, you need to realize how the goals of the business related to the goals of the client. If the client is entering a sales funnel, you need to see if there is a drop off at a specific point. Think about what step is missing. Your goal is practically to keep your client engaged for as long as possible.
Listen To Concerns
Another big part of communication with a client is understanding the concerns that might appear. If you manage to help clients overcome the brand new challenge, you simply serve the client better. If the customer communicates with you, be sure to listen! The information that you get is going to help you upsell.
Focus On Building Relationships
What most business owners do not understand is that upselling is not actually about making a sell. It is much more about building a relationship. It is recommended to find ways to continuously establish the business as a resource that has open doors. The clients have to feel that the business is with them for as long as possible. At the same time, you want to highlight the fact that the relationship is one that is valued.
Keep in mind that not all clients are wonderful for upselling. You need to review the client list you have in order to determine exactly who is a very good fit. Identifying those clients that are ideal for upselling is not that simple but it can be done with the proper analysis.
