How to Cross-Sell without Being Pushy
You know the drill. You've just sold a product or service to a client, and now you want to capitalize on this relationship by offering something complimentary. But you hesitate, fearing you'll come off as pushy.
Traditional cross-selling techniques seem too forced and are often met with resistance. So, what's the solution?
The usual advice? More aggressive tactics, better scripting, and more persuasion. But this might lead to more rejection. It feels robotic and doesn’t resonate with your client's real needs.
Enter the world of personalized cross-selling. By focusing on the customer's true needs and linking them to relevant products or services, you can create a better connection. This means understanding inside-out their pain points and offering a solution that feels natural and necessary.
Why does this work? Because it puts the client at the center of the equation. By offering something that adds value to their initial purchase, you're not selling - you're assisting.
Here's a scenario: Imagine you're a Personal Branding Consultant, and your client has bought a LinkedIn profile makeover. Instead of pushing a full content strategy package on them, ask about their broader online strategy and challenges.
Then offer personalized help that provides a solution to one of those challenges. They'll feel understood, not sold to, and you'll likely see an increase in your cross-sell success rate.
It's not a push but a guided nudge toward what they need.
The result? More sales, happier clients, and a growing business.
Uncover the Real Reason Why People Say Yes
Dive deeper into the art of selling without being pushy by reading Influence, New and Expanded: The Psychology of Persuasion, by Robert B. Cialdini. This book offers insights into the psychology of why people say yes. Also, the author shares how to apply these insights ethically in your own business, with stories and relatable examples.
Here's something to get you started right away:
- Identify an existing client, and start/continue the conversation.
- Ask relevant questions to tune into your client's needs, frustrations, and wants.
- Pinpoint something you can offer that complements a client's existing buy and does solve a burning problem.
- Develop a non-aggressive pitch that aligns with their goals.
Give it a try. Just remember, you're not selling; you're providing a solution to a problem they already have.
Your offerings are not just products or services but pathways to your client's success. Feel the satisfaction of solving their problems rather than making a sale.
You're not a businessperson; you're a guide. Business success is not about making more but helping more.
Here are 3 bonus resources I believe you'll find helpful:
- Reserve your seat for free at the $100M LEADS Book release Virtual Event this Saturday, August 19th. Alex Hormozi spent over $1,000,000 on this event to ensure it’s valuable. Everyone who attends live will get a secret project Alex has been working on for 4 years - for free.
- Understanding buyer behavior and conversion in my interview /w Richard Moore - tune in here.
- If you want to earn more, you must learn how to negotiate.
Until Next Week,
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