You’ve filled your funnel and you’re starting to see a steady stream of clients or customers on your calendar. Congrats! That’s a great start to building a rock-solid business you love.
But the work doesn’t end with that first sale. In fact, it’s just beginning.
Your next job is to continue to make offers (and sales) to your loyal customers. Remember, it’s much easier to sell to a current customer than to earn a new one, so don’t ignore those who have already expressed trust in you.
Step-by-Step Offers
For each of your products or services, there must be a “next logical step” for those who buy. If the point of entry into your customer’s list was an eBook, then perhaps the next step is a video guide. If they’ve already purchased your video guide, a multi-week workshop might be next on the agenda. And if that multi-week workshop was a hit, one-on-one consulting is going to be their next need.
By thoughtfully including “next step” recommendations in your follow-up emails and even in your products themselves, you can easily move your clients further into your funnel with timely upsells.
Automate Your Follow-Ups
Of course, it can be tricky to manage all your products and services, so savvy entrepreneurs and service providers are careful to create an autoresponder series to follow every product purchase. You’ll want to include emails that encourage your buyer to consume the products they’ve already purchased, plus tips to help them progress even further.
As they buy your next offer, make sure you make use of the automation tools available in your email software to remove them from the “sales” list and add them to the “buyers” list for that next product. When you manage this well, your clients will progress easily from one offer to the next.
Segment Your Lists
One thing to be cautious of is trying to force buyers to make too big of a leap. The person who bought your $47 eBook is not likely to sign on for a $1997 product or service—at least not yet.
By segmenting your mailing lists you can avoid making overly aggressive offers, and instead send your buyers exactly what they need, when they need it.
Upselling your buyers is the key to higher income with less work. Don’t be afraid to make offers, and remember, a happy buyer is primed to make another purchase. They’re counting on you to show them what’s next, so don’t make the mistake of thinking you’re bothering or annoying them by making offers. Do it thoughtfully, and they’ll actually thank you for it.