Upsell
You deliver once and the relationship pauses. Next time they need something, they might come back—or they might not. Upsell is selling additional services to existing clients who already trust you. Implementation support, ongoing advisory, or a next-phase package. It's usually easier and higher-margin than acquiring a new client. One upsell per engagement can add 20–30% to revenue without a single new lead.
Same client, more value. A consultant who delivers a $15k strategy project and then offers "Implementation support: $5k" adds $5k per project. A coach who offers a "next phase" or a retainer after the first program keeps revenue flowing. Upsell works when the client has already seen results and trusts you. Frame the ask as their next outcome: "here's what's next to get the result you want." Tie the upsell to that—not to your need for revenue.
Sell the next phase or add-on to existing clients. Usually easier and higher-margin than new acquisition.
How to do it
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Define the natural next step. After the strategy project: implementation. After the program: ongoing support or the next cohort. Name it and price it (value pricing). Don't wait for them to ask—offer it before the engagement ends.
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Tie it to their outcome. "To get the full benefit of the plan, we recommend implementation support." Or: "Most clients who want X do Y next." Frame around their goal, not your revenue.
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Make it one clear offer. Not "we have lots of options." One next step. Retainer model or a fixed add-on. Clean and easy to say yes to.