Upselling

Upselling is about encouraging customers to buy a higher-end product or add-on services. In B2B, it's a way to increase the value of each sale. It's often easier than finding new customers.

Good upselling isn't pushy. It's about showing customers how a better option meets their needs. For example, you might suggest a more powerful software version for a growing company.

Successful upselling requires understanding customer needs. It's important to time your offers right. You might upsell during the initial sale or later when the customer's needs have grown.

Many B2B companies train their sales teams in upselling techniques. It can significantly boost revenue from existing customers. However, it's crucial to balance upselling with maintaining good customer relationships.