How to Upsell Your Services as a Freelancer
Are you doing anything to develop your current clients into bigger clients? Do you have a few small clients that you enjoy working with, but they aren’t giving you quite enough work to keep you busy? You might think I spent a bit too long working under the golden arches, but I think it’s better, and easier, to develop the clients you like working with instead of finding new ones. It pays to learn how to upsell.
Here are a few ways to to upsell and turn a small client into a bigger client:
- Offer Referral Fees – Give something back to your client for every time they refer a new client. I offer a one hour discount on their next project, which should provide additional value as my rates increase over the years.
- Look for Opportunities – If you see something that you can do to help your client be successful, share that with your client. If you’re a writer, a contest might be good tool. Outline what you can do and how it will benefit them. If you’re a designer, take a look at their current collateral – is it in line with their graphics standards? If you’re a coder, is their website doing everything it should be doing?
- Customer Loyalty Program – Just like airmiles, reward your clients for doing more business with you by offer client discounts. For every 20 hours you bill them, give them one hour of credit for future services.
These are just a few suggestions that should apply to most freelancers. What are you doing to help develop the clients you like to work with into more profitable endeavours?