How to Upsell to Existing Customers | 3 Good Times To Do It

Are you looking for ways to grow your revenue? Not sure when the best times are to upsell your customers? Then stick with me until the end of this video, because I'm going to outline three great times that I've learned from my experience to upsell your customers and do it successfully.
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0:00 - Introduction to How to Upsell to Existing Customers
1:02 - Good Time #1: Check-in calls with clients.
This can happen on whatever cadence you already do in your business, but most often it happens either on a quarterly basis, a biannual or an annual basis.
As you learn more about how they're doing, what you're going to want to do is come prepared with the data that you have about how they have been using your particular product or service.
It's super important that as you have these conversations, you're setting clear goals with your client as to what success would be measured by, by whatever the additional service is.
Checking calls are one of the most natural ways to assess whether or not your company is delivering all the value that it can be delivering to your client.
4:13 - Good Time #2: Key moments of customer momentum.
This is when your customers have experienced a major milestone in your respective customer journey.
Example:
In SaaS world, whenever your customer actually reaches their cap in the number of users that are using the site, you can pitch them on more users or you might pitch them on a higher plan. It gives them more users.
Take a few minutes and think about what makes a super awesome user with your particular site. Or if you're a product or service, what makes a superuser or super customer for you?
This could be answered by thinking about:
- What are the best actions that you always like your customers to do take? - What are the sorts of things that lead your customers to always ask you about additional training or services and different things that you sell?
These are the moments that you want to capitalize on when it comes to upselling your customers.
6:15 - Good Time #3: Ahead of major budgetary deadlines.
Every single buyer has a timeline. So it's on you to figure out when that timeline is.
If you're coming into the conversation for a renewal with your customer with an upsell, and they've got a week before they have to make a deal decision, otherwise their budget closes. They're probably not going to actually buy it from your upsell.
Example:
If you have a customer that has a deadline in December, you might want to reach out to them as early as September, because it might take a month or two to actually loop in all the relevant stakeholders to pitch the upsell idea that you have for your customer.
By taking a step back and trying to understand your customer and what their budgetary timeline looks like throughout the nature of your relationship with them, you can potentially identify better times to actually present your ideas for upselling with them.
7:42 - Two Big Takeaways to Remember:
1. Upselling is always easiest and low stakes conversations. If you wait until the last minute to make an upsell, you're not going to have that many upsells be successful.
2. Upselling is really most successful when you're focusing on bringing as much value as possible for your customer. If you're just thinking about upselling because you have to hit your quota or something selfish, then your client is going to see right through that.
✍️ COMMENT BELOW:
What is your top tip when it comes to upselling to customers?
I'd love to learn your upselling tips and I'm sure the community would as well.
Grow with Will is all about helping you grow your business, get more customers, and hone your business acumen. I teach you the real-world business skills you didn't learn in school to help take you from zero to self-starter.
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Disclaimer: Grow with Will does not provide tax, legal, or accounting advice. This video, and the ideas presented in it, are for informational purposes only, and is not intended to provide, and should not be relied on for, tax, legal or accounting advice.

[@GrowWithWill]

✍️ COMMENT BELOW: What is your top tip when it comes to upselling to customers?
🍿 Thanks for watching! I appreciate you for stopping by.
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// Timestamps //
0:00 - Introduction to How to Upsell to Existing Customers
1:02 - Good Time #1
4:13 - Good Time #2
6:15 - Good Time #3
7:42 - Big takeaways

[@otherryan]

When you provide value to the customer, then the sales and numbers always come in! Definitely can agree with upselling during a low-stake conversation, because it gets increasingly more obvious as the deadline is approaching and you're feeling the pressure.

[@GrowWithWill]

Good to see you, Ryan! Yup -- spot on -- low stakes conversations are where you'll find higher conversions.

[@JazminBautista]

Love how you add in "ask yourself" after you explain it! It pushes me to actually execute how I could benefit from your content

[@GrowWithWill]

I'm so glad, Jazmin! Thanks for watching -- what's the biggest takeaway from the video for you?

[@Real.Estate.Report]

Good point on the timing.... really understanding the client’s budgetary timeline is so important!

[@GrowWithWill]

Yup -- an ask at the wrong time can hurt more than it helps!

[@financiallift6185]

I came to watch, only to be upsold on the idea that I need to hit that like button!

[@GrowWithWill]

Haha, love it.