# How To Upsell Your Customers on SEO and Other Digital Marketing Products

- Link: https://www.boostability.com/digital-marketing/how-to-upsell-your-customers-on-seo/
- Published: 2023-03-13T00:00:26-07:00
- Author: boodev2026

_This article was first published on June 24th, 2019, and was last updated March
2023._

As a [white label SEO reseller](https://www.boostability.com/content/seo-reseller),
knowing how to upsell your services is one of the best ways to improve business 
profitability. When people think of upselling, they usually think of the sales department
in a retail store or a call center. 

But when you really think about it, every business requires sales in some form. 
Who understands this better than the digital marketing experts who help make it 
all happen?

Yet as a reseller, you may shy away from following through with this for your own
company. Right now, you may be asking yourself, “Why haven’t I capitalized more 
on upselling my services before?” 

In this article, we will discuss the difference between upselling and cross-selling.
As well as how to upsell SEO and marketing services to boost profitability. Let’s
get started!

## What is Upselling and Cross-Selling?

Upselling is when a customer has made a purchase with your business and you are 
trying to convince them to upgrade to the next level, package, or tier. 

For example, if a small business is just starting out online, they might purchase
a beginner SEO package. Over time when they’re online standings and rankings improve,
it will come time to upgrade their SEO package. That’s when the SEO agency can try
to upsell the customer to an upgraded higher price SEO package.

Cross-selling is simply suggesting additional relevant products or services that
customers can try.

For example, when a business buys an SEO package, the agency might recommend cross-
selling SEO content services as well. SEO content services are a relevant and beneficial
addition to any SEO campaign strategy. Sales can cross-sell multiple products that
are relevant and beneficial to the customer.

## 6 Ways to Know How To Upsell Your SEO and Other Marketing Services

### 1) Avoid Being Blunt

Sometimes skipping the marketing material and getting straight to the point is the
appropriate approach. In this case, this isn’t one of those times. 

When upselling to clients, don’t aggressively pursue the topic. This can sometimes
come off as pushy to clients and cost you not just the “upsale,” but their current
business as well. In fact, Inc. named [aggressive sales tactics](https://www.inc.com/bill-murphy-jr/5-things-that-drive-customers-away.html)
as one of the top ways to drive your customers away, no matter what kind of business
you’re in.

So, how do you sell to clients without being aggressive about the sale? There are
discreet ways to work in an extra service or two.

The best time is at the beginning of the negotiation process. Let the client know
that you’re just helping them to ensure they have all their bases covered. Chances
are, they don’t or may prefer to streamline some functions by passing them all on
to you. Take the opportunity to ask.

### 2) Offer Proof

Have you ever made a life changing decision because of a study you came across? 
Maybe you decided to put solar panels up on the roof of your home, reconsidered 
your love for dairy, or gave up red meat.

Whatever the decision was, the ultimate compelling factor was the findings of that
study. Smart people find it difficult to ignore facts and will generally make changes
to benefit from this new knowledge.

Forbes recommends having or creating case studies that [show cause and effect](https://www.forbes.com/sites/jaysondemers/2018/01/15/how-valuable-are-case-studies-for-content-marketing/#455a72f06d74)
to help create the same type of change in your clients. Are there clients you worked
with whose sales skyrocketed as a direct result of your services? What about testimonials?
All of these are proof that you’re good at what you do. 

Try to make them service-specific and share them on social media, within newsletters,
and on your blog. Be sure to end with a call to action (CTA) inviting future and
current clients to contact you with questions.

### 3) Provide an Incentive

One thing that’s sometimes better than proof is incentives. There are probably tons
of studies you have seen where you acknowledged the facts but decided to keep steering
your course. Your client may do the same if the move is not a favorable one. 

Because of this, when negotiating your initial contract, provide an incentive for
them to hire out more services to you. You may also share incentives through social
proof, newsletters, and your blog posts.

According to Groupon, people love the feeling of [striking a good deal](https://www.groupon.com/merchant/blog/price-promotions-science-do-discounts-work-why).
Here are some ways to provide this for future and existing clients:

 * Offer a time-sensitive discount in your announcement via social media, blog, 
   or newsletter.
 * Present package options that mesh services together as more affordable.
 * Give clients “special pricing” because they’re an existing customer.
 * If your pricing is more affordable than the competition, show a comparison for
   money and value propositions.
 * Create a loyalty program to help customers feel even more connected and incentivized.

### 4) Follow Up with Customers

Especially after a customer makes a purchase, following up with them can be a great
upselling strategy. Your follow up with the customer should come with a couple rules
to keep in mind:

 1. **Don’t follow up right away.** If you’re too eager and follow up with the hour
    or day, it won’t be at the top of the customers mind. Have a 3 day or week grace
    period before you send any type of follow up email to the customer. You still want
    to be on their mind, but not right away.
 2. **Offer Product Recommendations.** It’s great when your business or agency has 
    made a sale. If the service or product they purchased compliments well with another
    service or product, bring it up to them. You can mention the benefits of the two
    together to help upsell the products.
 3. **Offer Incentives. **Just like we mentioned in the section before, offering incentives
    in follow up emails can be a successful upsell strategy. You can create upselling
    offers such as qualifying for free shipping on their next order. Or give them a
    special offer or discount on their next order. Adding an incentive to their original
    purchase helps improve your conversion rate and selling to an existing customer
    over and over again.
 4. **Encourage them to take action. **There are countless opportunities to include
    CTAs (call to actions) within your follow up email. You could encourage them to
    sign up for your email newsletters, follow you on social media, or visit different
    product pages to keep their attention going.

Following up with customers is a great way to increase customer retention while 
showcasing your products and services.

### 5) Keep It Simple

In the past, many companies believed that if they offered every conceivable option
under the sun, consumers would buy more things. They believed having as many colors,
flavors, or models possible would wow customers. Maybe this did work a decade or
more ago. That certainly isn’t the case now. 

Forbes points out that [providing too many options](https://www.forbes.com/sites/jaysondemers/2016/05/11/why-giving-too-many-choices-could-be-hurting-your-conversions-and-how-to-avoid-it/#2b31aa4146fa)
can make it difficult for people to make a choice. Psychologists name this problem“
choice overload.” This is one of the many instances where **less is more**.

Researchers confirmed this by putting two tables in a store. One contained six jars
of jam, while the other contained a whopping 24. Believe it or not, 30% of shoppers
stopped to see the six jars, while only 3% stopped to see the table with 24 jars.

Choice overload can cause people to procrastinate on making a decision and then 
never get around to it. Even worse, your competitor may supply a simpler six-jar
table option and get the sale.

### 6) Ask the Customer What They Want

Sometimes one of the best ways to know how to upsell to customers is by simply asking
them what they’re wanting or looking for. By asking the customer what they want,
it gives the salesperson the opportunity to present the benefits of the product 
or service to the customer within their means.

When you’re able to meet the customers needs, while also presenting scenarios where
a business’s products or services can succeed, the more the customer can visualize
the success as well. 

For example, if a customer is hesitant about SEO services and the long time it takes
to start ranking, it’s a perfect opportunity to present the long-term benefits that
come from waiting for those results. Some of those SEO benefits could include:

 * Having higher rankings for longer periods of time
 * Builds your business brand, reputation, and credibility
 * Helps make your business stand out and more recognizable
 * Search engines and users will come to trust your website more
 * And more!

Asking about the customer’s needs enhances their experience with your business while
also improving customer satisfaction and loyalty.

## How to Upsell SEO to Customers

As an [SEO reseller](https://www.boostability.com/content/seo-reseller), when you
take on more business, you’ll need a stronger infrastructure to handle the new workload.
Do you already have your support systems in place?

Trust Boostability to provide [data-driven white label SEO services](https://www.boostability.com/white-label-seo-partner/white-label-seo-services/)
that will generate qualified leads and revenue for your clients. In turn, your business
will increase client retention and grow your book of business! All without you taking
on the high costs and risks associated with selling a new product.

Boostability will support your business and team, acting as an extension of it. 
We will deliver the strategy and fulfillment, as well as help you [sell SEO services](https://www.boostability.com/content/the-best-way-to-pitch-and-sell-seo-to-your-customers)
with more success and frequency.

_**[Learn about our white label SEO platform here](https://www.boostability.com/white-label-seo-partner/white-label-seo-guide/)
and what it can mean for you!**_