The Art of the Upsell
Youāve filled your funnel and youāre starting to see a steady stream of coaching clients on your calendar. Congrats! Thatās a great start to building a rock-solid business you love.
But the work doesnāt end with that first sale. In fact, itās just beginning.
Your next job is to continue to make offers (and sales) to your loyal customers. Remember, itās much easier to sell to a current customer than to earn a new one, so donāt ignore those who have already expressed trust in you.
Step-by-Step Offers
For each of your products or services, there must be a ānext logical stepā for those who buy. If the point of entry into your customerās list was an eBook, then perhaps the next step is a video guide. If sheās already purchased your video guide, a multi-week workshop might be next on the agenda. And if that multi-week workshop was a hit, private coaching is going to be her next need.
By thoughtfully including ānext stepā recommendations in your follow-up emails and even in your products themselves, you can easily move your clients further into your funnel with timely upsells.
Automate Your Follow-Ups
Of course, it can be tricky to manage all your products and services, so savvy coaches are careful to create an autoresponder series to follow every product purchase. Youāll want to include emails that encourage your buyer to consume the products sheās already purchased, plus tips to help her progress even further.
As she buys your next offer, make sure you make use of the automation tools available in your email software to remove her from the āsalesā list and add her to the ābuyersā list for that next product. When you manage this well, your clients will progress easily from one offer to the next.
Segment Your Lists
One thing to be cautious of is trying to force buyers to make too big of a leap. The woman who bought your $47 eBook is not likely to sign on for a $1997 coaching programāat least not yet.
By segmenting your mailing lists you can avoid making overly aggressive offers, and instead send your buyers exactly what they need, when they need it.
Upselling your buyers is the key to higher income with less work. Donāt be afraid to make offers, and remember, a happy buyer is primed to make another purchase. Sheās counting on you to show her whatās next, so donāt make the mistake of thinking youāre bothering or annoying her by making offers. Do it thoughtfully, and sheāll actually thank you for it.