Helping People Upsell
Sometimes I'll come across a service provider who is in front of an opportunity.
They'll usually be either deep in negotiations over the initial engagement or right at the verge of handing over the first deliverables.
I love meeting people at this stage, and I always tell them the same thing: what else can you sell?
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This looks like a money grab. I know.
But most service providers forget a crucial truth about onboarding: it takes a lot of your customer's time and energy.
Your customer's problems don't end with the service you delivered. There's always more to do, and you've already got the "in" with them.
You have their trust, you have their ear, and they have problems they need solving.
Why not make lemonade out of all 'dem lemons?
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That is not to say you should be too pushy. There's art to doing this upsell thing well.
But I think you are doing both you and your customer a disservice by not at least considering what else can you sell.
Even if you can't do it yourself and you don't end up selling your own services - direct them to someone else. Refer them to a good resource or platform.
Be there to solve their other problems too, and you shall be rewarded over time.
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