Let People Enjoy Things Before You Upsell

In all this talk about email funnels and marketing funnels, we are always in such a rush to move a customer through to the next stage of their buying journey.

However, it takes just the right timing to ensure that your customer is in the right place at the right time to sell them on that next stage of working with you.

If you don’t let your people enjoy what you’ve just given them how are they going to know that that next thing is going to be just as good.

Imagine that I just sold you a nice relaxing massage, but before you even got on my massage table I asked you if you would like to buy a full day at the spa?

How would you know you even like being here? How would you know that you like the services I provide? How would you know how you’re going to feel after an hour of treatment?

Chances are, you’re not going to be nearly as likely to say yes to my offer as if I asked after I had just given you an amazing hour long treatment and you are feeling blissfully relaxed.

In this day and age, when our customers are bombarded with offers and competition for our attention and money, we need every opportunity to count.

In the time between your customer buying your first offer and the time that you offer an upsell, there are so many things you can do to make that customer feel special, or more drawn to you.

If you take your time and look at this period as an opportunity to build a relationship, you take the pressure off yourself to make your next sale and turn your attention to your long game.

This will pay off for you in spades over and over and over again. Whether you are engaging with your clients in person, through email, in groups or any other way, building trust and an experience should always be your first order of business.

So take a breath and imagine your customers turning your service or your product over in their hands, looking in all the nooks and crannies and really experiencing what you have to offer.

Let that be the goal, and when the time is right to move them forward as your customer, chances are you’re going to have a much easier time getting a “yes”.

Tell me in the comments…

What do you do in that crucial space in time between that first and second offer?  How do you know your customers are ready for your next offer?