Matt Vaadi walks through how sales teams can upsell three add-on services: time-keeping, benefits/PEO, and ASO. The approach asks prospects for permission to have a specialist follow up. One teammate generated nearly ten qualified leads in a month, closing two upsells and earning extra commission.
All we're doing is asking, hey, anytime you hear that buying signal, anytime you hear anything where there's a good potential opportunity for them to investigate more of our solutions, then simply ask them for permission to have somebody reach out for a conversation. In our world, the opportunities are fairly limited in that we don't do a lot of upselling. We bundle everything pretty tight, but we do have folks that maybe they need to add timekeeping. Maybe they're interested in adding benefits and they'd be a good fit for the PEO. Maybe they're using us for payroll and they'd be a great opportunity to talk to somebody about our ASO model. And so in our world, these upsells are pretty substantial when we can do it. And we've done a fantastic job. Like I said, there's— in the first month, we had one teammate really embrace this, submit nearly 10 leads on her own, and 2 of those turned into upsells for PEO and our ASO models. Tremendous return on it already. And like I said, she's getting a couple hundred extra bucks that she wasn't accounting for before. And it's a win-win all around.
