How can you upsell clients with a personal touch?

2 Educate and inform

The next step is to educate and inform your clients about the benefits of the upsell offer. Don't just pitch them a product or a price, but explain how it can help them solve a problem, achieve a goal, or improve their situation. Use relevant examples, case studies, or testimonials to illustrate the value and the results. Make sure you tailor your message to their specific needs and interests, and avoid using generic or technical jargon.

3 Build rapport and trust

The third step is to build rapport and trust with your clients. This means showing genuine interest, empathy, and appreciation for them and their business. You can do this by using their name, remembering personal details, sending thank you notes, or giving them a small gift. You can also share your own stories, insights, or experiences to create a connection and show your personality. The more rapport and trust you have, the more likely they are to listen to your upsell suggestions.

4 Offer incentives and discounts

The fourth step is to offer incentives and discounts to motivate your clients to take action. This can be a limited-time offer, a loyalty reward, a referral bonus, or a bundle deal. You can also create a sense of urgency by highlighting the risks of missing out, the demand for the offer, or the availability of the offer. Make sure you emphasize the value and the savings of the upsell, and not just the price.

5 Handle objections and questions

The fifth step is to handle any objections or questions that your clients may have. This means anticipating their concerns, addressing them proactively, and providing evidence and reassurance. You can use the feel-felt-found technique to empathize with their objection, relate it to a similar situation, and show how the upsell offer solved it. You can also use the boomerang technique to turn their objection into a reason to buy. For example, if they say they don't have the budget, you can show them how the upsell offer can save them money in the long run.

6 Ask for the sale

The final step is to ask for the sale and close the deal. This means using a clear and confident call to action that tells your clients what to do next. You can use a direct or an indirect approach, depending on your style and your client's preference. A direct approach is to ask them if they are ready to buy, sign, or upgrade. An indirect approach is to ask them a question that implies agreement, such as which option they prefer, when they want to start, or how they want to pay. Once you get a positive response, confirm the details, thank them, and follow up with the next steps.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?