As a freelancer, it can be a repetitive cycle: constantly finding new clients, taking on their tasks, and doing the same thing over and over. Fortunately, there are many avenues for freelancers to explore to boost their profits aside from their usual trade. One of these avenues is through upselling and cross-selling. But what are they about, and how can you apply them to your freelancing strategy?

This article can help you understand what these two are and how you can apply them to your freelancing career:

Defining Upselling and Cross-Selling

Upselling means providing an upgraded version of the client’s request. For example, if they requested an HD video for their website, upselling would mean giving them a 4K video they can use on any platform. Upselling can also be applied in instances where customers are enticed to increase the number of their requests.

Meanwhile, cross-selling means you are offering other products or services that the client needs for their project. For example, if they request SEO-optimised blog articles, you can provide SEO keyword research and SEO web optimisation as part of your service.

How to Upsell and Cross-Sell Effectively

• Know the right clients

Before you can plan an upsell or a cross-sell, you need to know which clients will benefit from these offerings. Pick clients who are looking for solutions for various aspects of their business and want to work with one provider to get these solutions.

• Offer Bundles

If you want to provide both new and existing clients with rates that match their budgets without worrying about the quality of the work, especially when ordering more than one service, use service bundles to make the options more efficient and easier to avail. For example, if you are offering SEO services for one website, you can offer a bundle that covers more than one website at a specific price.

• Offer Additional Services

Look at your current offerings and identify which services you can cross-sell to your customers. To find these services, make a poll with your current clients to ask them about the services they would like you to cover but are not currently offering. You can also research what else you can offer.

If you are not familiar with the services clients can request alongside their original offerings, take the time to learn the appropriate skills for them.

• Sell More After Delivering the Original Request

You should also offer supporting services even after you deliver their request, enabling you to cross-sell. Sometimes, clients are only waiting for a follow-up email from freelancers to avail themselves of the extra services they also offer.

In these situations, you can add a link to the services you can provide to increase the value of their request.

• Be Honest

It is best to maintain honesty when upselling or cross-selling. This will ensure that your customers won’t feel you are trying to sell your services forcefully. Always be honest about what you are offering, and if clients are looking for specific services that are close to what is currently on offer, be open to negotiating with them.

Upselling and cross-selling can definitely boost your freelance income. But it will require you to take the time to review what you are currently offering and how you can maintain high-quality service that customers will be happy to avail themselves of each time. Revise your current freelance strategy today and change how your customers see your services!

If you’re serious about freelancing success, this is the guide you need. Get it before the next client lands in your inbox.