Why 'upsell' doesn't have to be a dirty word

Posted by Manny Veiga on Aug 21, 2014 11:59:52 AM

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Upselling is a fairly common strategy many sales teams use to extend and enhance their relationships with current customers. But lots of businesses - including many MSPs - avoid upselling because it's developed an unfortunate stigma.used_car_salesman

Just the word "upsell" can draw negative connotations - think the sleazy used car salesman who wants to push you toward the flashy package you probably don't need. And while that's probably an unfair slight on all the hard-working used car salemen out there, the simple fact is that customers don't want to feel pressured to buy "add-ons". 

So where does that leave the IT service provider? On the one hand, you've worked hard to develop trusted relationships with your SMBs, but on the other hand, expanding your existing partnerships could be your best opportunity to drive additional revenue and grow your business.

Fortunately, there are ways to grow your existing accounts and upsell clients on valuable services without feeling like you're hassling your best customers. Ulistic's Stuart Crawford - an expert in MSP sales and marketing - will share some of his best upsell tips in an upcoming Intronis webinar.

The truth is, "upsell" doesn't have to be a dirty word. When you know your clients well and have their trust, you can have easier conversations around services that could offer legitimate benefits to their business.

It also helps if you're upselling them on tools and services that actually add value. Stuart, who will be joined by Intronis' Nathan Bradbury on the webinar, will suggest a number of services that could make perfect upsell opportunities.

Stuart will also share 5 simple steps to help you overcome the upsell stigma and become a better partner to your customers.

The webinar will also use our new Bare Metal Restore feature as an example of expanding your offering, and we will provide a short technical overview of this latest addition to our Intronis ECHOplatform.

Click the button below to register for this webinar, "Take the Stigma Out of Upselling & Expand Your Offering to Your Clients," scheduled for Thursday, August 28 at 11 a.m. ET.

Topics: Customer Management