You're aiming to boost post-sales revenue. How can you tailor your upselling to suit every client's taste?

Boosting post-sales revenue starts with knowing your clients inside out. Use personalized data from their purchase history to suggest relevant add-ons or upgrades. Don’t just push products—frame your upsell as a solution to enhance their experience. Timing is crucial; engage them when they’re most satisfied with your service. Offer tailored packages or exclusive deals that resonate with their needs and preferences. Remember, it’s about adding value, not just increasing your sales. When clients feel understood, they’re more likely to buy again.

I have a bit of e-commerce experience. What I love about e-commerce is that everything you may see on good product page is similar to what a prospect should see in a sales pitch. A good e-commerce product page has a clear title (this is your cold opener). It has a few use cases, too (pictures of the product being used by the ICP). If the prospect interested in the product they let you know (this is clicking "read more"). Then scrolling down the page you read more copy (this are the pain points and what your product solves). Then there's the social proof (these are the ratings from happy customers) and then of course, the ask (Buy now).

This works for us. Try building a stronger relationship with the client by requesting "touchbase" meetings. This is assuming you are starting to deliver wins, albeit small. Offer regular check-ins and be proactive in addressing their needs, but be ready to bring ideas to the table. You don't be in listening mode for the entire meeting and waste their time. Maybe propose a pilot project for a new product (discounted) to demonstrate value with minimal risk. Go small, and position your offerings as complementary to their existing agency relationship and play a long upsell game that aligns with their business goals. The key is to leverage your initial success and try to blow it out to become a more "seen" partner for their needs.

Reps should always be looking for "public" signals that a company is wrestling with marketplace problems that you may be able to solve. SDRs should prioritize cold outreach by looking at endemic complaints on X (or Google Reviews, Yelp, etc) and try to determine if 1) they have an ongoing issues and 2) how painful they are for the prospect to solve. Bonus points if you give reps social listening tools for their research. Taking this info, especially if it's relatively new for the prospect to hear or know about, into your cold emails and calls can get you to that demo much more quickly.

A great way to increase post sales revenue is to have your satisfied client refer you to their friends, family or colleagues. You’re more likely to be hired by someone if you’re being recommended by someone they know. Don’t ever underestimate the power of word of mouth.

Upsell and cross-sell to a satisfied client is all about timing. Does you team have enough information on how to time these types of pitches? A good sales leader needs to help develop effective follow-up processes for clients. The training and coaching should touch on responses to happy or satisfied clients that decline upsell offers. If it's budget, that's one thing. But what other reasons are they hearing? What is your team's response when they get a rejection from their client? Lack of perceived need? Satisfaction with current services Uncertainty about your additional value-add? If your team is not hitting upsell goals with satisfied clients, then spend time finding out why.