Subscribe
Join 40,000+ sales and marketing pros who receive our 4x a week insights, tips, and best practices.
Thank you! You have been subscribed.

Free Guide: The Blueprint for a More Profitable Agency

Read the Guide Subscribe
Join 40,000+ sales and marketing pros who receive our 4x a week insights, tips, and best practices.
Thank you! You have been subscribed.
Learning Center
Learning Center
Close
The IMPACT Learning Center

Free resources to help you master inbound marketing and They Ask, You Answer

Access the Learning Center

Access the Learning Center

Access the Learning Center
learning_center_grey__What is They Ask, You Answer-v2-black

What is They Ask, You Answer?

What is <span>They Ask, You Answer?</span>
Articles, Podcasts, & Updates

Articles, Podcasts, & Updates

Articles, Podcasts, <span>& Updates</span>
learning_center_grey__Free Courses and Certifications.svg

Free Courses & Certifications

Free Courses & <span>Certifications</span>
On-Demand Keynotes & Sessions

On-Demand Keynotes & Sessions

On-Demand <span>Keynotes & Sessions</span>
Events
Events
Close
IMPACT+ Membership
IMPACT+ Membership
Close
Services
Services
Close
Navigation_8_2021_taya

They Ask, You Answer Coaching & Training

They Ask, You Answer Coaching & Training
They Ask, You Answer Workshop

They Ask, You Answer Workshop

They Ask, You Answer Workshop
Navigation_8_2021_workshop

Inbound Marketing Services

Inbound Marketing Services
Navigation_8_2021_website design - monitor

Website Design & Development

Website Design & Development
Navigation_8_2021_hubspot implementation

HubSpot Training & Implementation

HubSpot Training & Implementation
Navigation_8_2021_virtual selling

Virtual Sales
Training

Virtual Sales <br>Training
Navigation_8_2021_swell - paid ads

Paid Search & Social Services

Paid Search & Social Services
Become a Certified Coach
Become a Certified Coach
Close
Close
The Blueprint for a More Profitable Agency

Free Guide:

The Blueprint for a More Profitable Agency
Read the Guide
The Blueprint for a More Profitable Agency
Free Guide
View The Blueprint for a More Profitable Agency
The Blueprint for a More Profitable Agency

Free Guide:

Stand out from the competition and deliver the results clients demand

  • Provide greater value to your clients by empowering them to own their inbound marketing execution
  • Deliver higher profit margins
  • Build a more consistent, happy agency life for your employees

 

4 Tried and True Tips for Upselling Your Current Customers

By Kwaku Awuah

Kwaku Awuah also recommends this guide: The Blueprint for a More Profitable Agency.

4 Tried and True Tips for Upselling Your Current Customers Blog Feature

One of the most effective ways to grow your business is by expanding your services with your current clients.

So, almost a month ago, our CEO slacked our entire staff with this important question, “what add-on package could we develop in-house that will deliver great value to our current clients and at an affordable price point?”

As you may have guessed, ideas started pouring in from almost every one. Within less than an hour, a suggestion from one of Marketing Coordinators, Dan Tighe, gave our team an awesome, new upselling opportunity!

Free Guide: The Blueprint for a More Profitable Agency

What is Upselling?

Upselling is "a sales strategy, where the seller will provide opportunities to purchase related products or services, often for the purpose of making a larger sale.”

In other words, if your product or service allows you the chance to upsell your customer at the point of sale (and seriously, what product or service doesn't?), then you can instantly double or even triple your revenue if you play your cards right.

Start With Who You Know

If you’re going to roll out an add-on product or service, why not start with your existing customers?

First off, they know you (and trust you), so the cost of acquisition (acquiring more business) is much lower compared to prospects.

In most cases, you'll have a much higher response rate because you already have a relationship with these prospects. They already get what you do and what your value is, so it’s a much shorter sales cycle.

Here are four upselling strategies for quick growth through your existing customer database:

#1. Perform Quarterly Reviews

One of the reasons quarterly reviews are so important is because they’re a valuable opportunity to upsell current clients. Any salesperson will tell you that the key to selling is understanding the client’s needs -- and cross-selling and upselling are no exception.

Understanding a client’s needs will help you appropriately position the new/additional service, and a quarterly review is the perfect opportunity to explain and uncover those needs.

You don’t need to close the deal during these reviews, but your quarterly reviews should allow you to get the conversation started. Don’t miss out on that opportunity.

#2. Start With Your Best Customers

It’s never easy to do something for the first time -- that includes introducing and selling a new service/product. There’s a learning curve and adjustments need to be made to your strategy before you can approach all of your clients confidently.

That's why it’s nice to have friends on your side that can give you honest feedback. 

Try out your pitch on a few of your most loyal clients first. Ask them what they think of the service, how it will impact their business, what they’d be willing to pay for it etc.

This is valuable feedback that you can then use to improve your strategy before approaching others.

#3. Create a Customer Case Study

If you have a customer that is successfully using one of your products or a higher service level, capture their story in a case study.

It’s always more effective to show a real-life example than to speak in theory. This is one of the most effective forms of storytelling and allows people to see exactly how a real business can be effected by your product or service. 

If you can’t get a full case study together, at least try to get a quote from your client or ask if you can use them as a reference or testimonial. It will go a long way in helping you upsell other clients.

#4. Show Them They Need It

Sounds simple enough, huh? While it may not be as easy as calling up a client, telling them they need your new collaboration tool, and then immediately rolling it out, confidence does go a long way in these situations.

Your clients have trusted you to handle their needs because you are the expert. It's your job to know what's best and advice accordingly. Show them why they need your new product.

This approach helps establish your offering as a necessity. Be confident, clear, and articulate your argument, instead of asking if they’d be interested in learning more.

This confidences helps establish you as a “Trusted Advisor,” and gives you a higher chance of closing. 

Conclusion 

Upselling is a valuable skill for anyone delivering client services, because it can help you achieve your number one goal: make your customers happier and more successful. In addition, it can be one of the easiest ways to increase your revenues and grow your business.

While there’s no best strategy to upsell, the above should help get you thinking about how you can start building campaigns for your current clients.

What do you think about upselling? Do you know of any other tips or tricks to maximize your revenue?  Share your thoughts in the comment section below! 

The Blueprint for a More Profitable Agency
The Blueprint for a More Profitable Agency

Free Guide:

The Blueprint for a More Profitable Agency

Stand out from the competition and deliver the results clients demand

  • Provide greater value to your clients by empowering them to own their inbound marketing execution
  • Deliver higher profit margins
  • Build a more consistent, happy agency life for your employees

 

Topics:

Coaches, Consultants & Strategists
Inbound Sales
Published on June 24, 2016

Recent Articles

How to Work With Challenging Clients (for Marketing Agencies)
January 19, 2022 • 6 min read
How To Make Sure Your Marketing Agency Leads Are the Right Fit
January 12, 2022 • 6 min read
5 Reasons Inbound Marketing Agencies Fail (and How To Avoid Them)
January 5, 2022 • 6 min read
If I Become a Certified They Ask, You Answer Coach, Will IMPACT Help Me Train My Staff?
December 29, 2021 • 5 min read
How To Improve Your Marketing Agency’s Relationship With Clients
December 22, 2021 • 7 min read
How Can IMPACT Help Me Sell Coaching Services?
December 15, 2021 • 4 min read
How To Improve Profit Margins At Your Inbound Marketing Agency
December 8, 2021 • 8 min read
How Do I Know I’m Ready to Become a Certified They Ask, You Answer Coach?
December 1, 2021 • 4 min read
Why Can’t I Just Read 'They Ask, You Answer' and Become a Coach on My Own?
November 24, 2021 • 5 min read
They Ask, You Answer Certified Coaching Program: Schedule Details
November 17, 2021 • 4 min read
How Do I Make Money as a Certified They Ask, You Answer Coach?
November 10, 2021 • 5 min read
How To Get and Keep Great Clients for Your Marketing Agency (Acquisition & Retention Strategies)
November 3, 2021 • 7 min read
Why You Might Want to Hire a Marketing Coach Instead of an Agency for Your Business
October 26, 2021 • 7 min read
How To Become a Better Coach (for Business Consultants, Sales Coaches, and Marketing Strategists)
October 20, 2021 • 8 min read
Get Clients To Seek Your Approval, Not the Other Way Around (Podcast)
October 13, 2021 • 1 min read
How to Grow a Digital Marketing Agency (with Coaching Services)
October 6, 2021 • 6 min read
Why I Won't Respond to Emails While On Vacation
September 12, 2019 • 6 min read
"How to Survive a Company Restructure at Your Agency" [Creator's Block, Ep. 108]
July 9, 2019 • 1 min read
3 Tips to Avoid Scope Creep and Increase Agency Profit [+Video]
May 8, 2019 • 3 min read
"Agency Tough Love: When It's Time to Break Up with a Client" [Creator's Block, Ep. 104]
April 30, 2019 • 1 min read
Is It Time to Fire Your Agency’s Bad Clients? [+Video]
April 2, 2019 • 3 min read
10 Tips to Improve Communication in the Workplace [Infographic]
March 24, 2019 • 6 min read
2 Ways for Agencies to Be More Profitable [+Video]
March 5, 2019 • 2 min read
Why Determining “Culture Fit” Is So Important in the Hiring Process
February 6, 2019 • 7 min read
4 Musts for Retaining More Agency Clients [+ VIDEO]
February 5, 2019 • 2 min read