Feras Alhlou explains cross-selling and upselling to existing clients. A dry cleaner adds tailoring, or a cybersecurity audit grows from $500 to $2,000 with a 24/7 support package. These moves only work after you've impressed the client, cutting marketing costs while boosting revenue per customer.
There's one critical concept I learned early on in sales that brought us millions of dollars in revenue, and that is sales doesn't end after a client buys from you. Here are 2 ways you can continue selling to clients even after closing. The first way is to cross-sell. Cross-selling is to sell related services to an existing client. Your local dry cleaner also offers tailoring services. The second way is to upsell. Upselling is to sell upgraded services to an existing client. For example, if you sell a cybersecurity audit for $500, add a monthly check with 24/7 support and charge $2,000 for that whole package together. You just netted an extra $1,500 from the same client. The wisdom behind these 2 ways is to spend less time on marketing and sales while netting more revenue from each client. But you can't do these unless you've already impressed and delighted the client with your services.
