How Often Do You Upsell Your Clients?
Whatever upsell path you choose, there is one important thing to remember.
Clients are much less price sensitive about upsells
Once they have chosen a supplier, a client is much less likely to price check add-ons. Upsells are the perfect opportunity to increase your profit margins.
Many printers apply a standard profit margin to the services they offer to a particular type of client. Upsells should have a different markup.
Here’s a challenge for you
Apply an upsell offer to every quote you produce over the next week. You may be surprised at the extra work you win (and the extra profits you make) as a result.
PS: If you’d like more ideas on how to engage with today’s buyers, download my free e-book "Ten Common Print Selling Errors and What To Do About Them" right now at http://profitableprintrelationships.com/e-book/ You’ll also receive my regular "Views from the print buyer" bulletin, full of ideas on how to sell print effectively.
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."