In your work with clients, do you ever try to upsell them to more work after the initial engagement?
Selling ongoing work is hard as an agency and even harder as a consultant since businesses often want to “try out” a provider before they are willing to commit. How many times have you heard this:
“Let’s do an initial engagement and if that goes well then we’ll see about freeing up budget for more work”
Don’t you hate hearing that? I know I do, mostly because I know how hard and unlikely it is that the project ever turns into something more.
So how do you give yourself a fighting chance?
In this week’s view, which I call “preselling upsells”, I walk you through the process and strategy I have devised that has help me turn more one-time clients into longer and larger (and more profitable) projects.
You’ll need the password CredoPlus! to access the video:
As always, I love hearing your feedback. Email me firstname.lastname@example.org. If you have a question you’d like to see me address, that is the perfect time to do it!