Sell more to your existing clients
Here is an approach you can use to sell additional products:
Cross-sell and upsell:
Let's say you are selling a nice cordless drill. You also sell a great set of drill bits. With many shopping carts it is easy to upsell from just the drill alone to a drill/bit set pack, or to use suggestive selling to encourage your customer to purchase bits with the drill. Either way, you can easily present shoppers with multiple opportunities to buy more at your store.
The goal is to get visitors to come into your online store. You make it easy and attractive for them to do so. You also make sure you have a wide selection of related products to up-sell and cross-sell. When you ship your products you make sure they go out the door with an offer for a high-profit item on the “back-end”.
Create RSS feed with new products.
You can use RSS feeds to deliver: new product list, product reviews, discounted product announcements, coupons, etc.
Follow-up
Use follow up newsletter, product offers, email marketing campaigns, future discount offers to subscribers, members or current customers.
Promote your most profitable products
Identify which products bring you the most overall profit, then put them in prime position on the page, by which I mean above the fold (that is, on the upper part of the page so the user doesn't have to scroll down to see it), preferably on the left-hand side. Mmm, I think I explained that well.
Testimonials
Add testimonials from happy customers. In general, a video testimonial is better
than a testimonial with an image, which is better than a testimonial with just a name,
which is better than an anonymous testimonial.
Here is a step-by-step approach you can use to sell additional work:
1. Create a "Missing Services Checklist"
Build a menu of services your firm offers or could render. Use this as a diagnostic tool to determine what services the client is buying and what aren't. Then you'll be able to see at a glance the potential for additional services.
2. Target A Client to Market To
Select a client with whom you have a good working relationship -- someone who likes you and appreciates your work and advice. List the services your client now buys from the firm and the products they should be buying on the Missing Services Checklist.
3. Set an Appointment
OK -- pick up phone and call the client up. Tell them you want to take them to lunch (most everybody likes a free lunch). Sit down with them over lunch and ask them about the specific areas you have thought about and posted to your Missing Services Checklist.
By being specific about what you want to address with the client, you can create the environment for them to think in a direct manner, instead of merely asking, "How's business?" of "Is there anything we can be doing for you?" If the client does perceive a problem, or that something could be improved, jump on the opportunity now, before they forget all about your conversation. Set the appointment to start the work NOW.
