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You have a long-term key account. How can you upsell additional services without coming off as pushy?

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Maintaining a long-term key account requires a delicate balance between providing consistent value and identifying opportunities for growth. Upselling additional services can significantly enhance your business relationship, but it's crucial to approach this task without seeming overly aggressive or pushy. The art of upselling lies in understanding your client's needs, aligning your services with those needs, and communicating the benefits in a way that is both helpful and respectful of the client's decision-making process.

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Caio Carneiro

Fundador do VENDE-C | Cofundador do ClaxClub | Cofundador da Mentoring League Society | Autor Best-seller | Tour “A…

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Lucas Mielli

Propagandista Vendedor pleno | Especialista em Gest?o comercial e vendas | Gest?o de equipe
★ Lily Roman

I ?? to contribute and impact society in a positive way with technology that transforms your organizationツ

1 Build Trust

Building trust is the cornerstone of any successful account management strategy. You've already established a solid relationship with your key account, so leverage that trust by ensuring that any additional services you suggest are genuinely in their best interest. Listen carefully to their challenges and goals, and when you see a fit, present your services as solutions that can help them overcome obstacles or achieve objectives more effectively. Transparency and honesty in your recommendations will reinforce the trust that's already there.

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Lucas Mielli

Propagandista Vendedor pleno | Especialista em Gest?o comercial e vendas | Gest?o de equipe
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Principal pilar para qualquer tipo de relacionamento é constru??o de confian?a, seja para manuten??o ou upsell de carteira ou gest?o de pessoas. Três pontos extremamente importantes para desenvolver confian?a s?o transparência, coerência e empatia.

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★ Lily Roman

I ?? to contribute and impact society in a positive way with technology that transforms your organizationツ
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La confianza es la base de cualquier relación, es importante mantener a los clientes al tanto de las novedades que surgen en la industria y mostrarles como esta puede aportarles dentro de su organización. Unos de los beneficios es las pruebas de las soluciones para que el cliente vea los beneficios aplicados a sus entornos, esto ayuda a que verifiquen por ellos mismos las bondades de las soluciones recomendadas.

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Caio Carneiro

Fundador do VENDE-C | Cofundador do ClaxClub | Cofundador da Mentoring League Society | Autor Best-seller | Tour “A Trinca”
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A confian?a é o pilar de qualquer relacionamento comercial bem-sucedido. Ela n?o só facilita a fideliza??o do cliente como também abre portas para oportunidades futuras. Manter a transparência e alinhar sempre as ofertas ao real interesse do cliente solidifica essa rela??o e gera uma base sólida para negócios duradouros.

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2 Identify Needs

To upsell without being pushy, you must first thoroughly understand your client's business needs. This requires active listening and a comprehensive grasp of their industry, current strategies, and future goals. By recognizing areas where your services can add value, you can tailor your approach to highlight how these offerings align with their objectives. Position your services as enhancements that will help them to achieve their goals more efficiently or effectively.

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Caio Carneiro

Fundador do VENDE-C | Cofundador do ClaxClub | Cofundador da Mentoring League Society | Autor Best-seller | Tour “A Trinca”
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Compreender profundamente as necessidades do cliente é essencial para oferecer solu??es personalizadas que realmente agregam valor. O upsell só é eficaz quando você posiciona seus servi?os como melhorias genuínas, focando nas metas do cliente. Escutar ativamente e entender o setor em que o cliente atua s?o essenciais para adaptar suas ofertas com precis?o.

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★ Lily Roman

I ?? to contribute and impact society in a positive way with technology that transforms your organizationツ
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Cuando se tiene buen relacionamiento con la cuentas, y además se conoce el negocio y las necesidades, es mucho más sencillo poder acercar soluciones que les aporten valor a su empresa. Es valioso hacerles ver el beneficio que tendrán al implementarlo.

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3 Offer Value

Concentrate on the value proposition when introducing additional services. Explain how the new offerings will not only meet their current needs but also provide long-term benefits. Focus on the outcomes and improvements they can expect, such as increased efficiency, cost savings, or competitive advantages. By framing your services as investments rather than costs, you encourage the client to see the potential for a return on their investment, making the upsell more appealing.

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★ Lily Roman

I ?? to contribute and impact society in a positive way with technology that transforms your organizationツ
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Es de vital que lo que se le ofrezca a un cliente le aporte beneficios, de ser posible pueda tener acceso a una PoC para que pueda evaluar el rendimiento y la funcionalidad de la solución, buscando siempre un equilibrio entre costo - beneficio.

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Caio Carneiro

Fundador do VENDE-C | Cofundador do ClaxClub | Cofundador da Mentoring League Society | Autor Best-seller | Tour “A Trinca”
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Destacar o valor de longo prazo das suas ofertas, em vez de apenas custos imediatos, transforma a percep??o do cliente sobre o investimento. Quando você demonstra como suas solu??es podem trazer eficiência, economia e vantagens competitivas, o upsell se torna uma decis?o estratégica para o cliente, aumentando a atratividade e a probabilidade de aceita??o.

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4 Educate Clients

Educating your clients about the benefits and applications of your additional services is key to a non-pushy upsell. Provide them with insights and data that demonstrate the effectiveness of what you're offering. Use case studies or examples from similar businesses to illustrate how these services have made a positive impact. This approach positions you as a knowledgeable partner rather than just a vendor, fostering a collaborative relationship where upselling feels like a natural progression.

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5 Timing Matters

Timing is everything when it comes to upselling. Monitor your client's business cycle and look for moments when they're most likely to need additional services. It could be during a period of growth, at the start of a new project, or when they're facing market changes. Approach them with your proposal when they are most receptive to it, ensuring that it feels like a timely solution rather than a sales pitch.

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Seth Weiss

Full Cycle Sales, Business Development, and Account Management Executive & Consultant | Player-Coach | GTM Strategy & Execution | Helping People Thrive at Work
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Timing is crucial in upselling. Monitor your client's business cycles and identify the perfect moments to introduce additional services. Whether expanding, launching a new project, or navigating market shifts, timing your proposal when they're most open to it ensures it feels like a timely solution, not just another sales pitch.

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6 Personalize Approach

Personalize your upsell strategy to align with the client's preferences and history with your company. Reflect on past conversations and feedback to tailor your message. For example, if they've expressed interest in expanding their digital presence, suggest your digital marketing services as a natural next step. A personalized approach shows that you're attentive to their specific needs and are proposing solutions that are thoughtfully curated for them.

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Seth Weiss

Full Cycle Sales, Business Development, and Account Management Executive & Consultant | Player-Coach | GTM Strategy & Execution | Helping People Thrive at Work
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Tailor your upsell strategy to resonate with your client's unique preferences and history with your company. Reflect on past interactions and feedback to craft a message that feels personal. If they want to expand their digital presence, recommend your digital marketing services as a logical next step. This personalized approach demonstrates that you're genuinely listening and offering carefully curated solutions for their specific needs.

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You have a long-term key account. How can you upsell additional services without coming off as pushy?

1

2

3

4

5

6

1 Build Trust

2 Identify Needs

3 Offer Value

4 Educate Clients

5 Timing Matters

6 Personalize Approach

Account Management

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You have a long-term key account. How can you upsell additional services without coming off as pushy?

1

2

3

4

5

6

1 Build Trust

2 Identify Needs

3 Offer Value

4 Educate Clients

5 Timing Matters

6 Personalize Approach

Account Management

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感谢您的反馈

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