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

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Let's start, first, by defining what is Upselling: It is a sales strategy in which opportunities are provided to buy similar products or services with the aim of making an even bigger sale.

In other words, if your product or service offers the opportunity to sell more to your customer at the time of sale, then you can double or triple your income if you know how to play your cards right.

It starts with who you know

If you are offering a new additional product or service, why not start with your current customers?

First of all, they already know you (and trust you), so the cost of customer acquisition (CAC) is much lower compared to other prospects.

In most cases, you will have a greater number of responses because they already have an existing relationship. They already know what you do and how you add value, so it's a shorter sales cycle.

In this article I will tell you about the 4 upselling strategies that we have most efficiently put into practice at GROU to grow through an existing customer base:

Strategy # 1: Do quarterly follow-ups

One of the reasons quarterly reviews are so important is because they represent an important opportunity to upsell with your customers.

Any good salesperson will tell you that the key to selling is understanding the customer's needs, and when upselling or cross-selling that doesn't change.

Understanding a customer's needs will help you properly position a new product or service, so a follow-up review every quarter is a perfect opportunity to discover and explain those needs.

You don't need to close the deal on that review, but doing so will help start the conversation. Do not miss that opportunity.

Strategy # 2: Start with your best customers

It is never easy to do something for the first time, that includes introducing a new product or service to the market. There is a learning curve and adjustments that need to be made to your strategy before you can confidently approach all of your customers.

This is why it is good to have friends on your side who can give you honest feedback.

Test your pitch with your most loyal customers first. Ask them what they think of the service, how it would impact their business, how much they would pay for it, and so on.

This is valuable feedback that you can use to improve your strategy before launching upselling mailing campaigns with other customers.

Strategy # 3: Tell a success story

If you have a customer who is successfully using one of your superior products or services, capture their story in a success story, which you can use as content on your website.

It is always more effective to show a real life example than to talk about the theory. This is one of the most effective ways of storytelling and allows people to see exactly how a real business can improve with the help of your product or service.

If you can't put together a full case study, at least try to quote your client or ask if you can use it as a reference or testimonial. It will help you a lot to upsell with your other clients.

Strategy # 4: show them they need it

Sounds simple enough doesn't it? While it's not easy to call a customer, tell them they need your new management solution and to buy it from you right away, trust does play a role in these situations.

Your clients have trusted you to solve their needs because you are the expert. It is your job to know what suits them and to advise them appropriately. Show them why they need your new solution.

This approach helps establish your offer as a necessity. Trust yourself, be clear, and articulate your argument instead of asking if they'd be interested in learning more.

This confidence helps you establish yourself as a "trusted advisor" and will give you greater opportunities to close the sale.

In conclusion...

Upselling is a valuable skill for anyone who provides customer services because it can help you achieve your main goal: to make your customers happier and more successful.

Additionally, it can be one of the easiest ways to increase your income and grow your business.

Although there is no single strategy, I am sure that the four that we have discussed in this article can also help you think about how to build loyalty campaigns or programs for your existing customers.

Resources:

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