The Art of Saying No
Eva Lewis
11

How to make more sales (and money) without finding new customers

It’s simpler than you think.

It’s simpler than you think to make more money with your blog and business without needing to find more customers.

You can do it today without feeling like a pushy or sleazy salesperson. In fact, it’s so warm and friendly that you and your customers will walk away happy.

What’s the secret?

It’s the simple art of up selling.

I know, I know, you’ve heard of up selling before. We’ve all been to McDonalds and heard “Do you want fries with that?”

But you don’t have to do it that way. No cookie cutter lines here. There are lots of ways you can up sell in a caring, nurturing way that feels good for both you and your clients.

Are you a service provider? Instead of selling one session at a time and trying to rebook at the end of the first one, sell packages of 3 or 6 sessions instead and include a discount or bonus gift as an incentive to buy the package.

Do you sell digital courses? Bundle 2 together so your customers can save money when they purchase both. Teachable (aff) is the perfect platform for this.

Add a VIP option to every offer.

Add an annual option to your monthly subscription with a discount or bonus for people who commit to a full year with you.

Add a no-brainer offer to your opt in or sales thank you page.

Are you a blogger? Offer tiered packages instead of just sponsored posts.

With each of these examples, we’re adding VALUE to to your offers so your clients and customers will LOVE them.

And if not? What’s the worst that can happen — they just buy your regular offer instead. No big deal.

The final piece of the puzzle is making it easy for your customer to say yes to your offer.

When I was a waitress, I excelled at selling desserts and coffees.

Instead of saying “Would you like dessert?” I would assume it was a ‘yes’ and say “What would you like for dessert?” as I was handing out dessert menus. The automatic implied permission to treat themselves was they key to making this offer work.

If I got a no (“I’m too full”, “I shouldn’t”), I would offer one dessert with 2 spoons — perfect for sharing — and in most cases when the dessert was ordered it was easy for me to suggest a coffee or tea to go with it, by saying “Would you like coffee or tea?” instead of “Would you like any coffee or tea?”. It’s a tiny difference but a significant one.

The same rule applies in waitressing as it does in entrepreneurship — make it easy for people to say yes, make them feel good about it and you’ll hear the word “Yes” more often.

Take a few minutes today to list all of your offers and come up with ways to add value, to bundle, to package and to up sell. Practice ways you can offer it so that it’s easy to say yes when they see how valuable your offer is — practice out loud so it becomes natural to say it!

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