How to upsell my client a $900 product?

9 replies
My client has been paying me quite nicely for some brand design & hands-on marketing consulting. It's been great, I've never had a group so energized about implementing my ideas.

So that part is going well. But I have this software product that would be great for them. I designed it myself and charge about $900 per year for it. And having them use it would be really central to the new changes I'm spearheading at their organization.

Anyway, as much as I am boldly leading them right now - I just don't know how to bring up this product. The work I've been doing so far has been all consulting / service stuff by the hour. So I guess I feel like I might lose some momentum if I "shift gears" and try to sell them a product at this point. Plus they've got another big bill coming up for consulting hours.

What would be a good way to upsell them on the product?
Do you have any ideas?
#$900 #client #consulting #product #service #upsell
  • Profile picture of the author racso316
    Educate them. Talk about the benefits of the product and how it will make their life easier in the long/short run. Show and offer them value. Most likely they trust you now. If you've been building a relationship and have their needs before you, and they know it, then I see no hassle in upselling. Take away all the risk if you want and tell them to try it out for X amount of time and if disatisfied they get their money back.
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  • Profile picture of the author wesker123
    Well you can give them a free trial of your software product for a month or two then let them decide after that. If they see that it can benefit their business, they will get it for sure.
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  • Profile picture of the author stone2010
    I think if you has been successful with what you have done for it, if you bring up the software and explain how is going to help them i see why not they wouldnt get it. The most important thing is to gain a customer's trust after that they believe in you. One of my SEO customers he is really happy with everything i've done with him, I called him today to offer him a big opportunity to advertise in something and he didnt event think about it, he told me: " you take care of me and i trust you so sign me up" it felt good.
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  • Profile picture of the author HypeText
    Originally Posted by Schwabe View Post

    My client has been paying me quite nicely for some brand design & hands-on marketing consulting. It's been great, I've never had a group so energized about implementing my ideas.

    So that part is going well. But I have this software product that would be great for them. I designed it myself and charge about $900 per year for it. And having them use it would be really central to the new changes I'm spearheading at their organization.

    Anyway, as much as I am boldly leading them right now - I just don't know how to bring up this product. The work I've been doing so far has been all consulting / service stuff by the hour. So I guess I feel like I might lose some momentum if I "shift gears" and try to sell them a product at this point. Plus they've got another big bill coming up for consulting hours.

    What would be a good way to upsell them on the product?
    Do you have any ideas?
    Fill them in on the Benefits of utilizing the software.

    The reality is that $900 a year only breaks down to roughly $75 a month....and thats a pretty small expense for a business.

    Besides...if you are giving them good marketing advice and it is making them money then they should trust you when you enough to at least consider it.

    The worst that can happen is they say No...
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    • Profile picture of the author Schwabe
      Thanks so much for the advice! Really appreciative.

      I got them lined up for another consulting payment, so after that my next objective will be to sell them on this product. It's kind of a "beta" product and it also is expensive for me to deploy so I guess I'm just being extra precautions at this point in how I roll it out for them.
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      • Profile picture of the author beeswarn
        If your new product is worth more than $900 to him, do not offer it to him for free. Offer it for $900.

        You're going to have to overcome the fear of rejection. If he declines your offer, offer it to some others. There is nothing to fear. It's just business.

        If your product is valuable, and you don't offer it to him for free, he will likely ask you about it again later.

        When you're young it's important to learn quickly. Learn right now that good business men are tough and smart. If they sense that you're weak on something, like confidence in your own new product, they'll recognize it immediately and try to get it from you for free.

        It's just business. Sell it to him.
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  • Profile picture of the author Jason Kanigan
    Ask them for their opinion on it.

    A fellow Warrior and I were working on a health supplement program (yes, I get into things like that from time to time!). A friend of a friend was lined up as our next prospect. The three of us had never met. This guy had experience in the field, and would know what he wanted. Our fellow Warrior and I got on the 3-way call with the prospect...

    ...and I didn't try to sell him a darn thing about the product or system.

    I began by laying the ground rules: that I'd explain what this was all about, how it worked, why we were doing it.

    And then I explained that we'd be very interested in his input on the program. With some clear, focused questioning, I found out precisely what he wanted in terms of support and content to feel comfortable selling this product. I let him know we'd be implementing his suggestions (and we did).

    Two days later he had signed up to sell this product.

    Your client is already sold on you. Should help make this process much easier.
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    • Profile picture of the author RobbieT
      Originally Posted by kaniganj View Post


      Ask them for their opinion on it.

      A fellow Warrior and I were working on a health supplement program (yes, I get into things like that from time to time!). A friend of a friend was lined up as our next prospect. The three of us had never met. This guy had experience in the field, and would know what he wanted. Our fellow Warrior and I got on the 3-way call with the prospect...

      ...and I didn't try to sell him a darn thing about the product or system.

      I began by laying the ground rules: that I'd explain what this was all about, how it worked, why we were doing it.

      And then I explained that we'd be very interested in his input on the program. With some clear, focused questioning, I found out precisely what he wanted in terms of support and content to feel comfortable selling this product. I let
      him know we'd be implementing his suggestions (and we did).

      Two days later he had signed up to sell this product.

      Your client is already sold on you. Should help make this process much easier.
      As you already have a relationship with the client and they obviously like your work then be completely open and honest with them and do what kaniganj (above) suggests - Ask for their opinion on it !!

      The only thing I would be double checking is that he system works 100%, coz if it doesn't then you probably have damaged the relationship.

      Have you offered the betta version out to others to try??
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  • Profile picture of the author veheme
    Try to convince them of the need A WEEK before offering the product. This will make them think about it over and over again until they ask the golden question: "where do I buy this?"
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