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Upselling your freelance services to clients you’ve already closed could be an amazing way to boost your profit without having to find latest clients.
So in today’s article, I’m sharing several concrete ways you possibly can incorporate upsells into your freelance business.
What’s an upsell?
Put simply, an upsell is an extra sale you offer to an existing customer.
For freelancers, an upsell could be expanding the scope of the project (and subsequently, expanded budget) or other creative project add-ons. We’ll explore some examples below.
The goal of an upsell is to increase the quantity you make from each client project.
Brainstorming client upsells + examples
On your best possibilities at success, it is best to have a couple of pre-determined upsell packages ready and “on the market” in any respect times.
Brainstorming upsell options generally is a difficult task, depending on which industry you’re in. But no industry is excluded when it comes to using upsells as a way to grow profit.
The important thing to a successful brainstorm is to follow this pattern:
1. Determine your core offerings.
First, make a listing of all the pieces you sell publicly to your clients. These are your core offerings.
2. Discover which services may very well be added on easily.
Next discover services which are a straightforward and simple add-on to your core services. These are highly related services that could be a “no brainer” type of decision for a client.
Listed below are a couple of examples:
Core Offering | Natural Add-on (Upsell) | |
Freelance Author | Write an article. |
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Freelance Designer | Design a brochure. |
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Freelance Video Editor | Edit a YouTube video. |
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Freelance Social Media Marketer | Create posts that generate attention, engagement and traffic from social media. |
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Freelance Illustrator | Illustrate images for an ebook. |
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Freelance Photographers | Take pictures of a family and sell prints. |
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What makes a superb upsell vs. a nasty one
Not all upsells are created equal though. It’ll take some serious brainstorming, planning, and experimenting to determine the most effective upsell option to your freelance business.
(*5*)
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Here’s what makes an upsell price pursuing:
The upsell must be focused on adding real value
Have you ever ever been to the shop and so they’re trying to persuade you to buy something you really need together with something you couldn’t care less about?
It looks like this: Buy this amazing latest luggage set and we’ll throw in these Christmas socks.
What a let-down.
Clients can smell that type of stuff a mile away. They know if you’re trying to boost a proposal with something that doesn’t truly add value.
Which means, in case your upsell isn’t adding extra value to your client, they’re going to just keep on with the unique project—leaving your profit margins lacking.
The upsell should require minimal effort in your part
Remember, the aim of an upsell is to increase profit margins, so upsells should require minimal additional effort while still adding numerous extra value.
Having resources you possibly can construct once after which reuse is especially helpful on this arena.
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Should you’re a logo designer, for instance, a PDF booklet explaining the dos and don’ts of logo usage may very well be extremely priceless to a big corporate client.
For writers, a listing of outlets willing to share articles on social media could be very helpful —requiring only one extra email in your part, but bringing in extra traffic to your client, which you possibly can charge for.
For coaches, activity worksheets and other guides could be made once and distributed for an additional fee to those you mentor and work with.
The upsell must be easy to explain and simple to say “yes” to
Finally, your upsell must be quick to explain and must be as close to a “no-brainer” to your clients.
Keep your upsell concise and to-the-point. If it takes greater than 2-3 minutes to explain, you’re going to lose the interest of your client.
Probably the most basic of upsell examples,“Would you want fries with that?” gives us a superb idea of what I mean. They may say, “Would you like several sides? We’ve fries, salads, fruit, or potato chips.” However the simplicity of answering yes or no to “would you want fries with that?” adds an additional few dollars each time someone simply says “sure.”
Where & when to upsell
I’d like to share with you, as promised within the headline, five ways to upsell your clients.
In fact, there are lots of other ways you possibly can upsell. The secret is finding the timing, style, and strategy that work best for you and also you’re most comfortable with.
Listed below are just a couple of ideas to get you began:
Upsell within the initial pitch meeting
Once you first sit down along with your client could be the best time to include an upsell—that way, they will work it into their budget from the start.
Upsell in the course of the project
At times, clients want to expand the scope of a project if you’re right in the course of it. Having a stand-by upsell that solves their problem can turn out to be useful.
Upsell right after you deliver
Should you’ve done a superb job (as, in fact, you do), your clients shall be at their happiest and most satisfied right after you deliver your final product. Catching them in a superb mood is an amazing time to pitch an upsell.
Upsell if you send the invoice
No matter your favorite freelance invoice software, including a small note with a link encouraging clients to purchase your upsell is at all times a subtle yet effective way to add margin to your project.
Upsell after a while has passed
It might take time to your client to realize there are specific problems their company still faces that weren’t fully addressed by the initial project. Following up after a couple of months have passed is an opportune time to see in the event that they have every other work to send your way.
What’s next?
There you’ve gotten it: a fast primer on upsells for freelancers. I’d love to hear where you’re taking this concept from here. Make sure to leave a comment below and let me know what you’re thinking that you’ll add to what you are promoting so as to reap the advantages of upselling.
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