7 Ways to cross-sell more design services to your web clients
How did you like the Black Friday sale? You might have bought more than you had planned. Maybe you were looking for a new phone and also looked at a screen protector and three phone cases. Who’s guilty? 🙋♂️
That was a successful cross-sell, and you can do the same when you sell your web services to clients.
In his speech at the Recurring Revenue Retreat at Disney’s Coronado Springs Resort, Thiago talked about this subject. If you weren’t able to be part of the crowd, here’s a bit of the keynote:
Cross-selling VS upselling
Upselling means trying to get customers to buy a similar product that costs more than the one they are looking at. Cross-selling is the act of trying to get customers to buy items that are similar or go well together.
Even though both are often used in the same way, they have different benefits and can work well together.
What can you offer?
You can cross-sell a lot of different services to your clients. One of the easiest is something we can help you with. How do you know which one it is?
- Graphics that are not on the site (OOW) (ie. Social Media, Print, Email)
- Copywriting
- Market Research
- Website Maintenance
- Customer Relationship Management (CRM)
👉 Out-of-Website Graphics (OOW) is a must!
Why should you use the recurring model?
You now understand what you are able to offer. How do you set it up so that sales keep happening? Offer it on a regular basis. You can cross-sell and up-sell with the recurring model.
The part of a company’s income that is likely to keep coming in over time is called “recurring revenue.” Unlike one-time sales, this type of income is stable and can be expected to happen at regular times in the future.
Income you can count on
- If your clients sign up for the service, you can avoid the “feast or famine” cycle.
- All of your clients pay the same and are treated fairly, so if one cancels their plan, it won’t make a big dent into your financials.
Work less and make more
- If you have a solid process, you can give this service to an outsourced team, like Deer Designer, so you can focus on your business’s core.
Easier sales process
- A good sales funnel works without your help. You can just include this cross-sell in your package or proposal.
- People make decisions faster when the scope and price are clear.
Perceived value > Price
- The idea that, as a client, they don’t have to pay extra for marketing or advertising design is a great perceived value.
Size/Growth
- “Rinse and repeat” for each new client who signs up once you’ve defined your processes and streamlined your production.
Simple and clear pricing
- You won’t have to waste time with long meetings, discovery calls, or having to explain why you’re better than XYZ.
The hidden challenge and how to overcome
Now, if you have a small agency and are just starting out productizing unlimited services. How do you begin?
The good news is that you don’t have to burn yourself out to be successful with the recurring model. You can do either build a team from scratch, or hire someone else to do the job.
This is where Deer Designer comes in
Test the waters by starting small. For instance, offer your clients 3 social media posts per week for Facebook, Instagram, and Twitter.
When you offer these add-ons to your clients, you can give them everything they need in one place. In return, you get more and more recurring revenue without having to worry about stress or hiring more people.
And the best part? Without having to do any of the work as we’ll do it for you.
Good for you, great for your clients
Recurring income is very important for the growth of an agency. If you don’t get money every month, it can be hard to plan your cash flow and make the investments your business needs to grow.
This is why it’s so important to make the most of the sales you do make and keep selling to people who have already bought from you.Â
You can get the most out of your cross-selling strategy by providing your clients with a good experience, and outsourcing all the design work.
