Cross-Sell and Upsell to Earn More Business

It’s easier and quicker to sell to existing clients than to new ones.

By August Aquila
MAX: Maximize Productivity, Profitability and Client Retention

While most accountants and consultants struggle with trying to sell their services to the next new client, there are two ways to get new and additional business without moving too far out of your comfort zone.

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One way is cross-selling and the other is upselling. Cross-selling is persuading a client to buy other products or services to complement a purchase. Upselling encourages a buyer to purchase a higher-end, more expensive product or service. For example, let’s say you are currently providing estate-planning services to the client, and you get the client to invest in your wealth-management services. Or you have a wealthy tax client, and you advise her to use the firm’s estate-planning or retirement-planning services.