I always say you don’t only need more sales to make more money, but you do need sales!
Let’s talk about one of the simplest, most powerful ways to grow your business, without chasing new customers or working overtime. You’ve probably heard the phrase, “Would you like fries with that?” Or maybe, “Would you like to supersize that?” These aren’t just fast-food catchphrases; they’re classic examples of upselling and cross-selling in action and have revolutionized the concept. And no matter what kind of business you run, these strategies can help you boost your revenue, deepen client relationships, and make your business run smoother.
What Are Upselling and Cross-Selling, Really?
Let’s clear up the jargon. Upselling is when you encourage a customer to buy a higher-end product or service than they originally planned-think of upgrading from a regular meal to a large combo. Cross-selling is about offering something complementary to what they’re already buying-like asking if they want fries with their burger.
Both strategies are about adding value for your customer and for your business. When done right, they don’t feel pushy. Instead, they help your clients get more of what they want, while you increase your average transaction size and profitability.
Why Bother? The Hidden Power of those 6 words “Would You Like Fries With That?”
Here’s the magic: you’ve already done the hard work of earning a customer’s trust. It’s much easier (and cheaper) to sell to someone who’s already working with you than to find a brand-new customer. In fact, research shows that successful upselling and cross-selling can boost your profits by 20-30%.
As an example, imagine you offer an additional service to every client, and just one out of three says yes. That could mean a 9% bump in your yearly revenue-just by asking a simple question at the right time. For a business doing $500,000 a year, that’s an extra $45,000, just by offering a little more value.
How to Make It Work (Without Feeling Like a Pushy Salesperson)
The key is to focus on your client’s needs-not just your bottom line. Here’s how to do it right:
- Listen First: Understand what your client actually needs. If you’re solving a problem, suggest the next logical step or a complementary service that makes their life easier.
- Timing Matters: Offer the upsell or cross-sell when your client is already engaged and seeing value. Don’t bombard them right out of the gate.
Keep It Relevant: Only suggest services or products that truly fit. If it doesn’t make sense, don’t offer it. - Make It Easy: Bundle services or offer clear, simple upgrades/additions. The less thinking your client has to do, the better.
- Frame It as a Benefit: Show how the additional product or service will help them reach their goals faster, save time, or avoid headaches down the road.1
Examples for Businesses
If you’re a consultant helping a client with leadership development, you might ask, “Would you like to add a team training session to reinforce these new skills?”
For a life insurance agent, it may be asking, “Since we’re already taking care of your life insurance needs, have you considered adding disability insurance to make sure your income is protected if you’re unable to work?”
If you are a cell phone repair shop, it may ask, “Now that your screen is fixed, would you like to get a screen protector to further protect your phone?”
If you are with a non-profit, and someone gives a one-time gift, you may ask, “Would you like to make this a monthly gift to provide ongoing support to make a bigger impact throughout the year?”
If you are an accountant who just finished tax season, it may be “Now that we’ve finished your tax return, would you like me to set up quarterly tax planning sessions to help you save even more next year?”
The options are endless depending on your business.
In the end, it’s about making your client’s experience better and your business more profitable all at the same time.
The Bottom Line
You don’t need to reinvent your business to grow. Sometimes, all it takes is asking the right question at the right moment. Upselling and cross-selling aren’t just for fast food- they’re for any business owner who wants to serve their clients better and create a business they love running.
Put it into Action
How can you serve your clients and customers better through this simple strategy? Hit reply and let me know!