Neat trick to Up-sell without Up-selling

Here is a little something I thought I would share with you guys on how I up-sell without up-selling.

When its time to close the deal and your going to go over the service your providing to a business owner never ever hand them a blank agreement to hold.

Pull out a copy of a signed agreement that you have for a previous client. This is the agreement you want your prospect holding while you hold a blank agreement.

Its very important that you do it this exact way.

I have also attached a sample of the page in the agreement that should show the various services you offer. The attachment is only an example, I am sure you might have other services to offer but I think you'll get the point.

The idea is to make sure your prospect is holding an agreement where the client is using you for other services then the one you pitched to your client.

For example you might have talked with your client about a Facebook page for their business because that is what they are interested in.

So the contract you give them to hold needs to have Facebook on it and an additional service as well. Maybe Twitter or video marketing, you get the idea.

Here's what happens when your prospect is holding the signed agreement from some one else.

As your going over the terms their eyes will be fixated on the section that shows the services you offer and they are going to see that the client has agreed to some additional services other then the service they talked with you about.

Something happens to their brain and the keep up with the Jones mentality kicks in. They might even stop you right there and say, Hey whats this video marketing thing or Twitter? You didn't mention any of these things to me.

This is when you take control and briefly explain the other services that your existing client has bought and the benefits they bring to the table. Then simply tell them you'd be very happy to help them with these other aspects of improving their business as well.

The attachment shows you EXACTLY how to display the various services on your agreement for this tactic to work effectively so make sure if your going to try this you alter your agreement to match my example.

Have fun with it and when you try it and it works please come back and let me know!