Upselling, Cross-Selling and Building Long-Term Client Relationships
Lesson 52 from: Fiverr Pro BootcampScott Lancaster
Upselling, Cross-Selling and Building Long-Term Client Relationships
Lesson 52 from: Fiverr Pro BootcampScott Lancaster
Lesson Info
52. Upselling, Cross-Selling and Building Long-Term Client Relationships
Lessons
Fiverr Pro Bootcamp
1Introduction to the Program
06:52 2Fiverr Seller Levels
11:17 3Pros & Cons of Fiverr
09:41 4Follow These Rules or Get Banned on Fiverr
07:02 5How to Attract High-Quality Clients
14:49 6How to Spot Nightmare Clients
13:31 7Keeping Your Response Time Low
03:42Using Promoted Gigs on Fiverr
05:42 9Overview of the Fiverr Dashboard
08:51 10Taking a Break from Fiverr
03:46 11Seller Plus Program - Is It Worth It?
02:04 12Fiverr Analytics
03:39 13Getting Your First Fiverr Sale
04:23 14The Perfect Profile Picture
03:04 15Service Provider vs. Helpful Doctor
05:46 16Profile Description
02:43 17Sharing Skills on Your Profile
02:01 18Linking to Other Accounts
02:33 19Showcasing Your Education
02:56 20Niching Down as a Freelancer
01:55 21Strategically Deciding Which Services You Will Offer
04:06 22How Long Do You Have to Wait to Apply for Fiverr Pro
02:25 23Preparing to Apply for Fiverr Pro
05:35 24The Fiverr Pro Application Process
04:54 25What Happens Once You're Accepted onto Fiverr Pro
02:12 26Dealing with Anxiety as a Freelancer
06:34 27Handling Imposter Syndrome as a Freelancer
04:36 28How to Not Get Stressed with Managing Lots of Projects
05:19 29Creating the Perfect Gig Title
01:57 30Writing the Perfect Gig Description
02:48 31Creating the Perfect Gig Video
02:25 32Creating the Perfect Gig Thumbnail
02:01 33Pricing Your Packages with Anchor Pricing
04:27 34Finding the Perfect Gig Tags
01:55 35Showcasing Your Work as Part of Your Portfolio
01:51 36Custom Gigs
04:41 37Milestone Gigs
02:47 38Setting Up Requirements Properly
03:56 39Manage Clients Like a Fiverr Pro
03:46 40How to Have a Successful Sales Call
08:32 41Setting Up Quick Responses
05:30 42Linking Up Calendly with Your Fiverr Profile
04:54 43Using Positive Reviews to Get More High-Quality Clients
04:54 44How to Tackle Negative Reviews and Turn Them into Positive Ones
13:55 45How to Encourage Clients to Write Long Positive Reviews About You on Fiverr
07:30 46Balancing Quality with Quantity
03:43 47How to Sell Services on Fiverr at a Premium
05:24 48What to Do When a Client Doesn't Reply
06:31 49What to Do When a Client Wants to Cancel the Order
08:18 50The Snowballing Method - Keeping Orders in Queue
04:38 51How to Get Favorites on Fiverr
01:28 52Upselling, Cross-Selling and Building Long-Term Client Relationships
04:42 53Brand & Portfolio Building
04:00 54Creating a Professional Email Template
01:23 55Project Management Made Easy with Notion
07:30 56How to Stay Focused While Working Remotely
06:51 57How to Travel While Freelancing
05:42 58Tracking & Growing Your Net Worth
02:04 59My Personal Journey Becoming a Freelancer
11:46 60When to Go Full-Time as a Freelancer
06:25 61Investment Strategies for Each Stage of Your Freelance Journey
04:50 62The Legal Side (NDAs, Contracts and Licenses)
02:59 63Final Thoughts
02:01Introduction to the Program
Lesson Info
Upselling, Cross-Selling and Building Long-Term Client Relationships
So how do you Upsell and cross sell to existing clients? Well, this is potentially one of the most powerful marketing and sales tools that you will ever use within your freelance business. And let me explain why. Now in business, one of the most important things get right is customer acquisition or client acquisition in our case. And the truth is that companies and brands will do pretty much anything within their power to land a new client or get a new customer. The thing is the money isn't made in customer acquisition, it's made in customer retention. For example, a restaurant might have a 10 or 20 per cent discount when you first dine with them so that they can ultimately show you how great their experience is and how great their food is so that hopefully you'll return later on and they can make more profit from you afterwards, you see this with home food delivery services where they literally give you a free box of food worth about 40 pounds as long as you sign up for 6 to 12 months...
so that they can make a profit later on down the line. Now, this is a super powerful approach for any freelancer, no matter what type of service you're offering. And the trick is as a freelancer, as I've mentioned earlier on in the course, you need to find services that complement the main service that you can provide. If someone wants a logo, then they're probably going to need stationery. And if they need stationery, then they're going to probably need an online presence. So they're probably going to need a website. And if they need a website and they probably need their social media branding as well, and if they need their social media branding, they probably need social media marketing. The list goes on and on. And hopefully you get the idea, basically what you are doing is you are offering further services which appeal to a very specific clientele who is trying to create something or solve a specific problem just to give you a little bit of an insight in regard to how I personally use this particular approach. I always work with brands in regards to their naming and then I actually have a consultation call with them to discuss how the brand name will look visually in regard to their branding. Now, in regards to their branding, this is obviously a completely separate service. So this is an Upsell based on what they have already purchased. And then once they do their branding, the next natural step is to do their website. So from that single sale, which even if I gave away the first, you know, the first service for literally next to nothing, it would then allow me to work with the client on the logo design. And then also on the website where they already trust me, they are willing to spend more because they've already experienced my expertise and they've already experienced one great result with me. So it actually gives me a great benefit when I'm negotiating with them through something called the halo effect. And what that is is when you are great at one thing, clients automatically assume that you're great at everything. For some reason, I don't know why. It's something that I found from a great guy called Chris Dawe who you can find at the future, check it out on youtube. He is super knowledgeable and you will learn a lot. Now, one thing to keep in mind is that yes, you should be offering other services that complement your primary service. The thing that you're the best at, but for example, I mentioned social media marketing as part of something that you could potentially offer your clients because they will need that. The fact of the matter is that it is actually going to be very messy to offer that type of service if you're not in a position to set up systems and actually provide that service on a regular basis. Yes, you could do it. But the reality is that if you're not providing that type of service every single day consistently, you're not going to be very good at it. So it's actually far better for you not to offer that type of service and just focus on the key four or five services that complement your existing service as opposed to spreading yourself too thin. So be very mindful about the types of services that you cross and not sell to because that's going to really help you to keep things super efficient within your business. So you can have a perfect work life balance. Now, you should 100 per cent be thinking about a service or something that you can offer, the clients can retain them for the long term. So this could be, for example, for a website designer, it could be writing blog posts where you simply hire someone for $15 to write a blog post every single month for the client, but you charge the client 50 that is essentially $35 for absolutely no work whatsoever. So think about these little creative ways where you can just make $35 a month, $50 a month, even 100 or $1000 a month, depending on what you're actually offering to make sure that you are literally squeezing the juice out of every single engagement you have with every single client. I hope there was some golden nuggets in there for you and I hope that was helpful and I look forward to seeing you in the next lesson. See you soon.