A Guide to Growing Your Agency by Upselling Clients


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How upselling clients can help your agency to grow
As a web design agency are you currently concentrating most of your energies on attracting new clients as opposed to upselling existing ones? If you are then this could be a mistake. It can often take a lot less effort to sell a further service to a client you have already worked with than it does to persuade a new client to hire you. Most importantly, the financial rewards can be impressive and can help with the growth of your agency.

It’s unlikely that clients are going to completely update their website on a regular basis so you need to think carefully about services which you can offer. Do not forget that clients are going to be most interested in services that can secure them increased leads, sales and revenue. Let’s take a look at some of the ways in which you can upsell existing clients.

Optimising conversions
Conversions are likely to be one of the most important considerations for your clients. You can offer them the ability to optimise conversions by using the very latest functionality in areas such as check out functionality and live chat features.

Optimising performance
Website performance is always an important factor when it comes to attracting and retaining customers. This is why offering to monitor the performance of a client’s website, and provide suggestions for optimisation, is a good idea. Have any features been added that make the website slow to load, for instance. This is an important issue as slow load times are one of the major factors when it comes to deterring people from using a website.

Optimising analytics
If analytics are not optimised then it’s hard to tell how well aspects of a website are performing. It’s important that a client has the latest analytics in place in order for them to see where changes might be necessary in order to maximise ROI from their website. If you can offer them your analytics expertise you are upselling a vital product.

How to charge when upselling clients
There may not be a one size fits all option when it comes to upselling; you have to decide on solutions that are the best fit for you and the client. Options include:
• Charging by the hour. This is just as it says; the client is charged for each hour you work for them.
• Charging a retainer. You may find it easier to obtain a retainer from the client which guarantees them a certain number of hours service from you which they can use when they need them.
• Charging by subscription. One of the easiest methods of charging for your services is to use a subscription system which involves the client paying a set amount each month or year for an agreed level of service.
These are just some of the charging methods you can consider.
If you speak to any professional web design agency they will tell you how vital their services can be; you can learn more here. This is why agencies should always upsell existing clients with the message that all of the ongoing services we have highlighted are very much needed.