Simple Ways to Increase Revenue And Grow Your Business
Leslie Hassler, Small Business Scaling Strategist??
Unlocking Freedom | Creating Predictable Profits to Grow and Scale Your Business | 1:1 Consulting | Profitable Growth Incubator | Speaker | GS10KSB Alumni | Author of "First This, Then That" and "Scaling Rich?"
Summary: If you’re anything like me, your days are packed with meetings, client calls, and everything else that comes with running a business. Sometimes, you blink, and the day’s already over. Growing your business can feel overwhelming when you’re already stretched thin.
But here’s something that can greatly impact your bottom line: focus on the clients you already have. You can increase sales by using cross-selling, upselling, and value-adds without constantly chasing new customers. Let’s explore how these strategies can help you grow without adding more to your already-full plate!
Why These Strategies Are Game-Changers for Your Business
Before we define these strategies, let’s talk about why you need to know them. You’ve already done the hardest part—getting clients through the door. That’s often the most expensive and time-consuming task. Once the client is there, you can look at ways to add value to your existing clients and add value to your business and the profits you receive.
Cross-selling, upselling, and value-adds are powerful tools for increasing sales and strengthening client relationships. When used well, these strategies create a win-win: your clients feel they’re getting more value, and your business grows with higher revenue and stronger loyalty.
What’s Cross-Selling, and How Does It Work?
Cross-selling offers customers complementary products or services that naturally enhance what they’re already buying. It’s not about pushing random extras. It’s about making thoughtful suggestions that align with their needs. The trick is to offer these options when they’re already in the buying mindset, making it easy for them to say “yes.”
Here’s an Example:
Imagine you’re shopping for a dress at a store like Neiman Marcus. You’ve found the perfect one and are ready to check out. Then, the salesperson asks if you’d like to see a matching necklace or pair of shoes that would complete the outfit. This is cross-selling in action. They’re offering you something that makes sense with your original purchase—something that adds value and completes the experience.
The idea is simple and goes beyond making one sale. By enhancing the overall value for the customer, you're increasing your business's total sales.
How You Can Use It:
Now, how can you apply cross-selling in your own business? Let’s look at two different businesses, for example.?
For a Fitness Studio: If a client signs up for a class, you can cross-sell them workout gear like branded water bottles, yoga mats, or gym bags. These items complement their workout and enhance their fitness journey.
For a Graphic Designer: After delivering a logo design, suggest business cards, email signatures, or social media graphics that align with the new branding. These are natural extensions of the work you’ve already done, making it an easy and relevant next step for the client.
This same concept can be applied to many other kinds of businesses. Cross-selling works because it doesn’t require a hard sell. You offer something that adds value and enhances the customer’s initial purchase, which boosts your sales without much extra effort.
What About Upselling?
Upselling is all about offering customers a premium version of what they’re already interested in. It’s a way to enhance their purchase by encouraging them to invest more for a better experience, whether it’s an upgraded package or additional features.
Here’s an Example:
Think about a typical McDonald’s experience. You order a meal, and they ask, “Would you like to supersize that?” That’s upselling! They’re allowing you to upgrade your meal, increasing the total sales and overall dining experience.
Upselling works because it enhances the customer’s experience. The customer was already prepared to make a purchase, and now they’re being offered something a little bit better or more complete.
How You Can Use It:
Here’s how upselling can work in your business:
For a Marketing Agency: If a client signs up for a social media management package, you can upsell by offering a more comprehensive digital marketing service that includes email campaigns, SEO optimization, and content creation. This increases the total value of the sale and helps the client get a more robust marketing strategy tailored to their needs, making their investment go further.
For a Photographer: If a client books you for a standard photo session, you can upsell them to a premium package that includes extra hours, additional edited photos, or even a custom photo album. It’s an easy way to increase the total value of the sale while giving your clients more than they initially planned.
Upselling is a win-win because clients feel like they’re getting more value, and you’re boosting your revenue without finding new customers.
What’s a Value-Add, and Why Is It So Important?
Value-adds offer something extra to enhance your client’s experience without significantly increasing costs. It’s about delivering more than expected, surprising and delighting your clients, and making them feel valued.
Here’s an Example:
Let’s say you’re a business coach. You primarily work one-on-one with clients, but as a value-add, you offer them access to a free online course or a downloadable guide relevant to their goals. This additional resource doesn’t cost you much, but it feels like an unexpected bonus to your client. They walk away feeling like they have more value for their investment, and you stand out from your competitors who may not offer that extra touch.?
A value-add doesn’t have to be flashy or expensive. It just needs to provide real value to your client while being easy for you to deliver.
How You Can Use Value-Adds:
Here are some examples of how you can incorporate value-adds into your business:
For a Copywriting Agency: After delivering a copywriting project, you could provide a free style guide for their brand or offer a content review session a few months later to help them maintain consistent messaging. This helps clients see ongoing value in your services while encouraging them to return for future projects.
For an E-commerce Store: Let’s say you run an online store. A value-add could include a small gift with every order, like a sample-sized product or a personalized thank-you note. It’s a low-cost way to make customers feel appreciated and more connected to your brand.
Value-adds not only boost client satisfaction, but they also build loyalty. Clients who feel like they’re getting more than expected are more likely to return and spread the word about your business. And as a bonus, they’ll often see you as someone genuinely caring about them.?
How to Get Started with Cross-Selling, Upselling, and Value-Adds
Are you ready to take action? Here’s how you can use these strategies today to grow your business.
1. Focus on Your Current Clients First?
As we said earlier, you don’t always need to be on the hunt for new clients. The real opportunity often sits right in front of you—your existing customers. Take a moment to review your current client list and think about what else you can offer them. Have you introduced a new product or service they might not know about? Or maybe there’s something that would naturally complement what they’ve already purchased from you. Don’t be afraid to reach out and let them know. A friendly check-in can go a long way toward opening up new sales.
2. Listen Closely During Sales Conversations??
Getting laser-focused on closing the sale is easy, but don’t rush through the conversation. Slow down and listen to what your clients are saying. Their needs and challenges might open the door to cross-selling or upselling opportunities you hadn’t considered. Maybe they’re struggling with something your product or service could solve or looking for a better solution. You can identify those golden opportunities to offer more value by listening carefully.
3. Bundle and Package Services??
Bundling services is a powerful way to deliver more value to your clients while increasing your revenue. Instead of offering a single service, consider creating packages that address your client’s needs. For example, if you’re an event planner, you could bundle it with vendor management, day-of coordination, and post-event follow-up instead of offering venue coordination alone. This way, your client gets a seamless experience, and you increase the value of each sale while building a stronger relationship.
4. Add Value with Thoughtful Extras
It’s the smallest gestures that leave the biggest impression. Consider what extra touches you can add to make your clients feel valued. It doesn’t have to be costly. A handwritten thank-you note, a free guide related to their purchase, or a special offer for loyal clients can go a long way. These value-adds help you stand out and strengthen your relationship with your clients. The more you show that you care about their success, the more likely they will stick around and refer others to your business.
Maximize What You Already and Watch Your Business Grow
What’s one step you can take today to improve your client offerings? Whether introducing an upsell, suggesting a cross-sell, or adding that little extra touch with a value-add, now is the time to act. Your clients will appreciate the added value, and your business will benefit.
Are you ready to see these strategies in action? Let’s talk. Schedule time on my calendar, and we’ll create a plan to help your business grow by maximizing what you’re already doing well.