- Supersize It!
Okay, okay… the industry term here is “Upsell” – which is what you’ve experienced time and again at places like McDonalds or Subway…
You’ve been there… you pull up to the window, place your order and then you hear… “Do you want to Supersize that?”
Shockingly, many times I just instinctively say, “Yeah, sure” without much thought. After all, for a few extra cents I’m supposedly getting more. We won’t discuss the fact that a normal person couldn’t possibly drink the supersized drink or eat ALL that food, but hey, who cares… I got a good deal! LOL.
When your potential clients are ready to buy, they’re really “into you” and are ripe for perhaps even further investment. Studies say about 50 percent will say yes to more without much hesitation since they’ve already crossed the hurdle and made the big decision to invest in the first place. It’s the perfect time to offer an upgrade or an extra set of complementary services/products.
- ‘After The Sale’ Offers.
Have you ever noticed that movie sequels seem to sell like hotcakes? Once the film has caught the audience’s attention with the first movie, they can’t wait to get their hands on the follow-up.
The same idea carries over to your prospects. A prospect who is happy with the product/service you provided the first time, is far more likely to invest again. Don’t overlook these precious opportunities. You can add on things like private coaching services, retreat opportunities, virtual trainings…the ideas are endless if you remember to follow up!
- Mining the Gold
Good clients are GOLD. But how many of us remember to engage them after our work together is completed? Consider issuing client surveys or conducting exit interviews that ask 3 basic questions:
- What did you like best about the product or service?
- How can I improve the value of the product or service?
- Whom do you know who might benefit from this product/service?
In this way, you’re letting the client know that her needs and opinions are important to you and that you’d like to impact someone they know in the same way. You’ll gain valuable insight into customer satisfaction, gather information for valuable testimonials, and get tips on potential customers. Don’t forget to talk to your biggest fans!