Want to make more money writing? Here’s the easiest way to do that: upsell your clients.
I’m currently working with a writer who’s doing well, however he spends much more time hunting for writing gigs than he should. He’s got clients. However, he forgets a gig when it’s done — sends in his invoice, thanks the client, and moves on.
This isn’t the way to run a writing business, or any business, for that matter. 🙂
He tripled his monthly income with a simple strategy: upselling.
We discussed upselling in this blog post:
You’re familiar with upselling. You hear it at fast food outlets: “Will you have fries with that…?”; when you’re buying electronics: “Service calls are expensive. You can buy three years of insurance…” Etc. Everyone upsells.
When you get the gig: upsell
Once you’ve been hired… upsell.
Do it automatically, just like the fast food people do.
Let’s look at three easy ways to upsell.
1. Ask Questions: Clients Have Challenges
Your first strategy is simple: talk, and listen. Ask questions. Your clients have challenges, we all do. Maybe you can help with some of them.
Be interested in your clients as people, and be interested in their business. You’ve heard the saying: “Information is power.” It is. Ask, listen, and then use the information you get.
2. Think: Make a Suggestion
You’ve talked, asked questions, and you’ve listened.
Now it’s your turn. Make a suggestion — something you can do, which would help the client.
The writer colleague I mentioned above got three additional gigs in one week, just by chatting: a commission to write a short speech, another to create a presentation, and an on-going gig to create a monthly newsletter.
He just listened, and made suggestions.
3. Add-Ons: Create a Package
No man is an island, and neither are your writing services. They all work together.
In addition to whatever writing services you provide (Web content writing, copywriting, blogging) create packages of services.
For example, if you’re creating content for a website, consider website updates. This is a simple package to offer, and you should offer it every time you create Web content for a client. All sites need updating. Fresh content gets traffic, and keeps website visitors on the site longer. Updates can be simple — another page on the site, another blog post. Another (on-going) gig and payment to you.
Tip: offer an upsell as soon as you get the gig, and assume that the client will want the upsell. Say something like: “Fresh content gets more website traffic, and keeps your visitors on your site longer. Some of my clients want weekly updates; others like their content updated monthly. Which would you prefer?”
Upselling is the simplest way to make more money from your writing. You’re helping your clients, and you’re increasing your writing income.
Your next step: upsell your current clients
The best time to upsell clients is when you get a gig, but you can upsell your clients at any time. Look at your current clients, and think about what might work for them. Make a phone call, or send an email message to ask a question. Then send an upsell offer. Do it today. 🙂
Want more? Learn more secrets of writing for the Web.
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