While independent professionals are well advised to find a lighthearted and elegant approach to engaging customers to capture additional revenue, employing a similar tactic can generate greater profits.
When you’re running your own business, part of your job is to always be on the lookout for new projects. A useful way to fuel your revenue stream is to use your current customer base to generate new business.
Although some of your customers may be on the net, a great source of business can be “up selling” or “reselling” to your existing customers. By positioning your services as an added value, rather than an additional cost, customers will appreciate your initiative and be more open to a higher incentive offer.
Below, we outline five ways to push your services through upsells to build strong client relationships, maintain consistent workflow, and generate more revenue for your business.
Make Sure Your Offers Are Relevant
Look For The Customer’s Shortcoming Each Time
First, consider and respect your customer.
Do you offer something that will generate ROI now and in the future? Win the sale of your customers by ensuring that the service you offer is a highly relevant value addition to their main purchase.
Focus On Selling Solutions To Specific Problems
One Problem, One Solution.
Since most people buy services to meet a particular need , start by identifying the common needs of your customers.
Then, offer solutions that meet those needs, as long as they fall within your area of expertise.
At your next meeting with a client, let them speak first. Listen to their story and their problems, then see if you have a solution or service to offer.
Even casual conversations with clients can provide insight into how you can provide a concrete solution to a current or ongoing problem, which is often an upsell within reach of your current project.
Develop Options And Packages
Give Freedom To The Customer.
Special offers, promotions, or bundles can sweeten the price perception . Much like “buy one, get one free,” getting a free offer at a grocery store or clothing store can lead customers to look at your offers, as can the possibility of receiving something that offers added value to a reduced price .
Get ready to show your customers that the upsell is a great buy.
Remember That Timing Is Everything
Close The Sale When It Is Still Possible
It is also important to point out that the sale is more successful if you strike while the iron is hot.
Know that each client has unique variabilities, but remember that their clients have varying budgets and multiple options will help make your incentive services appealing to budget-conscious clients as well as those with deep pockets.