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What you’ll learn in this episode:
In this episode, we dive deep into one of the simplest and most effective ways to increase revenue without adding more complexity—upselling and offering add-ons. Most business owners focus most of their time and energy on bringing in new customers, but you can significantly grow your revenue by leveraging what you already have in your business and maximizing the value of every transaction with your existing customers.
By offering upsells and add-ons, you can not only increase your revenue per customer but also improve customer satisfaction by providing a more complete solution to their needs. When you do this in an optimal way, people want to continue to do business with you and they end up coming in more often, buying more, and staying you’re your business longer. All a win-win for both you and your clients (and it makes everyone’s life SO much easier).
Whether you’re running a coaching business, restaurant, Medspa, Outfitters store, or any other service or brick and mortar business, these strategies can be customized to fit your business model seamlessly.
Take a listen to learn how to generate more cash flow in easier way right now!
In this episode, you will learn to:
- The psychology behind upsells and why customers are more likely to say “yes” when you offer them at the right time.
- How to identify the most profitable upsell opportunities in your business.
- Practical, real-world examples of upsell strategies from service and brick-and-mortar businesses that work.
Mentioned in this episode:
Work/Connect with me:
00:01 – 00:39
Jessica Miller: Hello everyone and welcome to this week’s episode of the It’s Your Offer podcast. I am so thrilled to be here this week to talk to you about one of my favorite topics in growth strategy and that is increasing your revenue through customer upsells and add-ons. As you know, in this world, on this island of this podcast, you hear me talking all the time about how there is hidden money in your business that you are not seeing because you are spending a lot of time adding work streams and adding complexity and making it a lot harder for
00:39 – 01:18
Jessica Miller: yourself to grow with ease and thus you’re slowing yourself down. One of the levers that allows you to find money in your business, that money that is hiding right in front of you, is through servicing your existing clients and servicing them in ways that you’re likely already offering, they’re already in your business, and doing it strategically so that you can increase the value for your customers and increase the amount of money that you are bringing in with every transaction, with every time you connect with that customer. One of those ways is through add-ons and upsells. It
01:18 – 01:52
Jessica Miller: is one of the simplest and most effective ways for you to increase the revenue in your business without adding more complexity, without adding more things for you to do, more cold people for you to talk to, more money that you need to put toward personnel and manpower by trying to add on all of these things. Most business owners focus way too much on bringing in new customers. We’ve all heard this. Everyone thinks they have a traffic problem. Everyone is looking for those people that haven’t yet even come in contact with their business to find them and
01:52 – 02:26
Jessica Miller: then talk to them about what it is that they’re doing and make them love them when they don’t even know who they are. But really the goal, the hidden money is in your business where you can maximize the value of every single transaction that you make with your existing audience and your existing customers. By offering these add-ons and these upsells, you’re not only increasing the revenue per customer, but you’re also increasing the customer satisfaction and providing a more complete solution to their needs. And so, what happens is they not only buy from you once, but they
02:26 – 02:55
Jessica Miller: buy from you over and over and over again, and they will buy the next thing that you put in front of them so that as long as it makes sense, it’s logical and it is in line with that customer journey again of what problems do they have and what are you trying to help them solve. When you do this seamlessly, so people move through this in a very cohesive and logical manner, you make a lot of money. So today we’re gonna talk about like, why does this work? What is, what, I mean, we’ve all heard this,
02:55 – 03:25
Jessica Miller: right? I’m not coming to you with this idea of upsells and add-ons, but like, how do you do this? What works? Why does it work? And why are we forgetting about this? Because we’re focusing so much on our traffic problems and our cold market and bringing new people in, really understanding the psychology behind upsells and why customers are likely to say yes when you offer them something else and you do it in the right way and in the most strategic way. We want to also talk about how to identify those most profitable upsell opportunities. When does
03:25 – 03:57
Jessica Miller: it makes sense for you to upsell and how does that look? And then talk about some of these practical and real-world examples, some upsell strategies that I have used with my clients and that maybe you’ve likely seen, and how do we apply that to your business to make it really powerful? So, we wanna talk through that today because if you are someone who is running a successful business and you are not doing this intentionally, I am here to tell you that you are leaving a ton of money on the table and just like putting a goal
03:57 – 04:24
Jessica Miller: in front of yourself like I am going to drink my 2 liters of water per day and I’m gonna make sure this happens. If you are not focusing on it, doing it intentionally and tracking it and running to the bathroom every 5 minutes, guess what? You are not doing it correctly. You are not hitting your goal. There’s a very good chance you’re not hitting your goal. And most of us have heard of these things and we know them. And I will tell you, I’ve even talked to clients who have been like, listen, I’m already doing this.
04:24 – 04:50
Jessica Miller: Why are you telling me this, you know, the same thing? And I’m here to tell you again, if you are not doing it strategically, if you don’t have a framework around it, you’re not tracking it, you might be doing it, but you are not doing it optimally. And there’s a lot of money that is flying off the table because of that. So, we wanna talk about that today. And we really, this is about finding that hidden money for you right now. If you listen to this podcast episode and you implement what I’m about to tell you
04:50 – 05:23
Jessica Miller: and you go into your own business and really look at this, I promise you if you take what I tell you and you start doing it in your business right now, you will literally turn on that cashflow faucet and you will make money immediately. It is a done deal. I will stand on my soapbox and say it. And here is the beauty of it. This strategy requires very little additional effort and cost to you. It is very much in line with streamlining and being efficient and creating a large ROI on the backend. And that is what
05:23 – 05:55
Jessica Miller: we’re looking for, right? We are here to help you double your revenue and to do it with ease, with ease. And that starts with really identifying those opportunities already existing in your business. The things that you’ve already worked so hard to create, how do we optimize them for profit? How do we help you make a lot more money and do it with a lot more ease? Really, right? Do less, make more. That’s what we’re about. One of my mastermind colleagues joked like, this is how you double your revenue, the lazy way, right? And what I mean
05:55 – 06:27
Jessica Miller: by that is you’ve already done the hard work. Now you get to step back and do it with ease and make a whole lot more. So, let’s talk about this. Okay, so number 1, let’s talk about the psychology behind upsells, behind annons. What does that mean? When it comes to upselling, timing is everything. One of the most powerful moments in the buying process with a customer is when they’ve already committed to making that purchase. They are a yes, they are a hell yes. They’re mentally already in the game. They’ve said yes to spending the money. And
06:27 – 06:56
Jessica Miller: so now they’re in this place, this psychological place where they are open. They’ve already decided this is a good idea. Anything that you can offer that you put in front of them at that moment that gives them the idea that not only the decision that they have made to say yes is a good 1, but this other thing is another great idea that makes their original idea even better. Like, oh my gosh, yes, I bought this thing. And now there’s this other opportunity. Am I going to solve that problem too? This is just the best idea.
06:56 – 07:32
Jessica Miller: Like they’ve committed and now they’re going all in any time that you can do that. You are increasing their happiness. You are putting something in front of them that is so much easier for them to say yes to again, because of the timing of that offer to the original offer. So that upsell, that add on really enhances their experience. It adds value. So of course, you want it to be valuable, but the timing of it nestled up against that original purchase is really yes. Because again, the hardest mental hurdle is getting them to the yes, right,
07:32 – 08:07
Jessica Miller: to that buy. And then you want to make them, you know, you want to solve that next problem and you want to make them feel really good about their decision. So, once they’re committed, they are more likely to accept that complimentary offer. So, the timing of that and the psychology behind why they’re going to say yes and why that timing is so important is really in that behavioral process, right? That journey that customers are taking to the actual buy, to saying yes. So, when they make a purchase and anything that’s gonna make it better or solve
08:07 – 08:37
Jessica Miller: another problem that they didn’t know they had, and something that, again, that feels logical becomes more of like an extension of that original decision, it is a really powerful and positive experience. An example of this that I always give people is like, hey, you go and you decide you’re going to upgrade your iPhone and now you’re in the Verizon store and you’re buying the iPhone. So, buying the case to protect it seems like a no-brainer and people are thrilled to do it. Get that little pop socket that you put on the back of your phone to
08:37 – 09:07
Jessica Miller: make using your phone more enjoyable, no-brainer. It feels like a smart, natural decision to people. So, the psychology of like them saying yes, getting over that hurdle, them buying something else that seems like a natural next step and logical, it also makes it seem like when they buy that other thing and you put that value in front of them, it’s actually made their original buying decision better. And like I said with the phone, like you’re getting this awesome phone and now you’re going to get this really cool case, you’re going to get this really cool thing
09:07 – 09:37
Jessica Miller: to hold that phone and now it’s going to make the phone even more useful. Done deal. It’s a very, very easy yes. Also, when you’re stacking value like that on top of value, people feel like they are getting so much goodness. It’s almost like that too good to be true feeling. Have you ever had that feeling when you buy something, you’re like, oh my gosh, I love that shirt. And now these shoes that I’m gonna wear with this outfit, it just like is the best thing. And you’re just almost like overjoyed and grateful for all of
09:37 – 10:09
Jessica Miller: the goodness that you’re getting. That feeling creates what we call this reciprocity effect. So, the person that’s buying is perceiving they are getting so much value, so much excellent service. And so, when that is happening and you continue to add that value or you’re offering that to them or you’re offering something else to them, they are much more compelled to buy it or accept your offer because there’s this reciprocal thing going on. Like I’m feeling so good and you’re giving me so much and I want to give back. And again, doing that in the right way,
10:09 – 10:40
Jessica Miller: the psychology of that and the timing of that is really, really important. So, when you think about upsells and you think about that customer journey. You want to think about the timing of those upsells. You want to think about the next logical, easy thing. What makes sense? What is a no brainer? What is going to make this experience feel like they have hit the jackpot? What is that thing you can put in front of them to increase the value of that overall experience where they’re so psyched to get this other thing that you’re offering them but
10:40 – 11:09
Jessica Miller: you’re also making that original purchase even more awesome for them. And again, it just feels like a no-brainer. Sometimes feel like, oh my gosh, duh, I would have been an idiot if I didn’t buy the cool case. You know what I mean? Or I didn’t protect my phone, my new phone that I just bought. It seems completely logical. So, we wanna always think about that psychology of why people are saying yes and offering them the right thing at the right time that is nestled up against that. So, this raises the next question of like, yes Jess,
11:09 – 11:45
Jessica Miller: that sounds amazing. How can I identify those most profitable upsell opportunities in my business? So, to this point, not all upsell opportunities are created equal. The most profitable ones are those, number 1, that offer true value to your customer. This is paramount. You never ever wanna sell something to somebody that isn’t going to increase the value. You are not in the business of just making money. You’re in the business of offering an amazing experience and increasing the value to your client. So, you always wanna offer an upsell or an add-on that’s going to truly increase the
11:45 – 12:13
Jessica Miller: value to that customer. 2, you want to find those places where it requires little additional effort or resources to provide this. So again, as I was saying about the phone, if you’re going to offer the case, that’s true value. You don’t want them getting an $1, 100 phone and then dropping it and breaking it right it makes sense for them to get the case then the other piece of it is if you’re gonna offer that case it requires very little effort or resources for you to do that like it’s hanging on the wall, you’re the salesperson
12:13 – 12:43
Jessica Miller: the person is literally already standing there in your store for you to make this additional sale, it’s going to require very little effort. The cost is very low to you and the value is very high and it doesn’t require a lot of additional effort for you to be like, how about you get a case with that phone? Here they are, let me show you, right? It’s very easy. And the third thing is it’s very closely aligned with the customer’s original purchase. You’re not offering them some random thing, you know, that has nothing to do with this.
12:43 – 13:12
Jessica Miller: They’re not gonna buy the phone and then you’re gonna ask them if they wanna like, you know, win a sweepstakes or consider like a trip to the Bahamas, right? It doesn’t, doesn’t make sense. The case makes sense with the phone. The pop socket makes sense with the phone. So, they are always aligned and they are, or they are, they make sense. Again, that logical piece to the customer’s original purchase. So, you always want to be analyzing your current product or service lineup. You want to find those natural compliments. You want to find those things that enhance
13:12 – 13:48
Jessica Miller: the customer’s experience. You also want to be thinking about like it could be a higher tier service, it could be a bundle, it could be a complimentary item, it just needs to make sense. And you wanna always be looking at those products and that service lineup through those lenses of what makes the most sense for you to enhance their experience, but keep your effort and your resources low. Again, the person standing there, you’re already helping them. How do you enhance that experience? So where can you do this in your business? I would look at your highest
13:48 – 14:23
Jessica Miller: selling products or services. What is selling in your business that people want? And what would naturally go with that? What would naturally go with the things that you’re selling? So, for example, if you are a restaurant, maybe you offer an add-on or an upsell of a side dish or a drink that pairs really well with a customer’s meal choice. Right? What makes the most sense for them again to enhance that experience and increase the value. For my Med Spa clients, it might be something like suggesting a product or something that enhances the benefits of a treatment
14:23 – 14:54
Jessica Miller: or a service that they’ve already booked. So, they’re sitting there in your chair or they’re calling you on the phone to book this. What would naturally be an add-on and an easy thing for they’re coming in or they’re sitting there, can you offer them as an upsell, as an add-on in order to enhance that experience? The goal here is to make the upsell feel indispensable. It’s almost like something that the customer would think that they almost like forgot to add to their cart It just feels so good and it makes so much sense and you want
14:54 – 15:24
Jessica Miller: to think about it nestled up in there So what would naturally go with these things that you are selling in your business. Another way to identify this, if you don’t have these things sort of top of mind for you, is you can always ask for customer feedback. Ask people, what do you wish you had more of? Or what do you think might be missing from this experience? If people are offering feedback, if you give them that opportunity, maybe after a service where you send a survey or something like that, people will often tell you and you
15:24 – 15:58
Jessica Miller: can find those easy opportunities where you can add things on. One of the things that I used to do, as a side note, in my retreat is I would always, I loved gifting, I would always add some sort of a gift that made sense, that would enhance the experience for my clients. And so maybe that would be an add-on service that was offered at the facility, or it would be offering them a buy-up or a VIP version of my retreat where they would get one-on-one time exclusively for them. I even had an add-on VIP Day where
15:58 – 16:28
Jessica Miller: we ended our retreat on a Sunday at 12, but if you bought the VIP version, you got 5 hours of exclusive time for me to just work on your business with you one-on-one. And it made so much sense for people because they were already there, they were saying yes, and this was the thing that was going to kick that value over the edge for them. And plus, who didn’t want to stay in an awesome luxury spa for a little bit longer. So, they might’ve added on an extra massage at the end or something. So, by them
16:28 – 17:03
Jessica Miller: buying up, it actually made their experience so much better. It made them even coming to the retreat an even better idea, because now they’re going to get this one-on-one time. It’s going to boost their results, and they also added on a massage for themselves at the end. So, they’re going to go home feeling productive and feeling amazing and relaxed. So that’s an example of where can you find these opportunities, where it makes sense. Another key to a great upsell strategy is the execution. So, your strategies are only as good as you have the frameworks for it.
17:03 – 17:40
Jessica Miller: So, I sort of started the episode by saying this, right? It’s great to think that you want to, you know, drink your 2 liters of water per day. But if it is not a formalized, standardized, focused initiative, you are not reaping the benefits of it. In fact, most people think that they’re doing it. And number 1, they’re not actually doing it, they’re not executing on it. And 2, it is not created in a strategic and clear way so that when people actually are executing, they’re doing the right things and it’s trackable. So, you get the maximum
17:41 – 18:12
Jessica Miller: results and upsells are one of these tricky things because again, I’m telling you this, but I’m not I haven’t come up with upsells, right? These are things that are as old as time. We’ve all heard this as part of a sales strategy, but many of us are not consistently doing it. Our teams are not executing on this. And if they are executing, they’re not executing on it in an optimized way. So, they’re doing it sort of, you know, half the time. It’s an afterthought. What they’re doing is not optimal. So, there’s a huge amount of upside
18:12 – 18:45
Jessica Miller: that is not being realized. And so, execution is everything. And so, here’s what I want to offer as far as like some of the real-world places that I’ve seen this. So, for example, upsells in a restaurant. If you are a brick and mortar, if you are a MedSpot, if you are a restaurant, if you are automotive, if you are a dentist, like any of these places, this is where there’s a huge opportunity. But let’s just take my restaurant clients as an example. So, a simple upsell in a restaurant setting could be offering a premium cider,
18:45 – 19:23
Jessica Miller: a premium drink, as I alluded to earlier. So, for example, if a customer orders a steak dinner, let’s pretend they’re coming into your restaurant and they’re ordering that steak, the server could have as a standard that they always offer a premium wine pairing. Or maybe they offer a delicious meal and instead of just offering the fries with it, they offer the truffle fries, right? They offer the upgrade for a small extra charge. What happens is when you present this sort of premium upsell to someone who’s coming to your restaurant, it feels very exclusive. They feel like
19:23 – 19:56
Jessica Miller: they are getting a special experience and a special add-on, and it feels amazing. The business, the restaurant, ends up increasing that ticket size with, again, without much additional cost to them, right? The server is standing there and they are offering this. It’s not costing them any more time or energy, but the experience that the client is getting, both in the sense of what the value is, but also in how their meal is going to turn out is so much higher and the ticket price goes up as well. So, this is one of those things where if
19:56 – 20:30
Jessica Miller: you are a restaurant, what kind of things can you standardize, right? Make this upsell standard. Like you know what? Every single time somebody offers, you know, buys a salad, we offer the add-on protein. Or every time somebody orders a drink, we ask them if they’ve tried like the premium top shelf liquor. Hey, have you tried, we just got this new fill in the blank in it’s incredible and for $3 more, your drink is gonna be awesome, would you like to try it? That is an example of just an easy upsell and it feels so amazing. Like
20:30 – 21:01
Jessica Miller: Who doesn’t want a margarita with a top shelf tequila like yes, please if you’re anything like me And I think many of you are that listen to this podcast because it’s about quality and it’s about the best experience That we can get we are the people who say yes to everything. If they’re like, do you want to try our specialty drink tonight? Yep. You want the trouble fries? Yep. You want the dessert? Yep. You want all the things? Yep. You know, we’ve had servers offer us, my husband and I, where we will be like, yep, we’re
21:01 – 21:33
Jessica Miller: going to take that. And like, can you give us that specialty pizza to go? Like just at the end, we’ll take it with us because we just want it. We want the experience. So, you know, where can you offer these things simply and do it for not much of an additional cost to you, but so much upside for your client. And again, increasing that ticket price and that value. For my Med Spa clients, this is another awesome area where you can buy up, right? Suggested add-on product or treatment, such as like a serum or a skincare
21:33 – 22:06
Jessica Miller: product or anything that extends the benefits of a treatment or a procedure they’ve already gotten. So maybe, you know, if they just got a HydraFacial, they can recommend a specific moisturizer that might go with that. Anything that’s going to increase both your immediate revenue, but also those likelihood of future product sales or future treatments because the experience for the client is so much better. When they walk out of there glowing, they want more. They want more. And they think of all of the other things that you could possibly help them with. Have you ever had this
22:06 – 22:30
Jessica Miller: experience? I mean, I know for me, you know, I go to get my, you know, eyebrows done and then I’m like, hey, do you have something for like dry skin or hey, do you have this and that? Oh, wait, I’m going to like get a massage here now or I’m going to get my nails done. They trust you; they want to spend money with you. They want you to solve all their problems. How do you do that? How do you enhance that experience? And again, in a med spa, when somebody is sitting there and they’re telling
22:30 – 23:02
Jessica Miller: you about their problems, and they’re telling you what they want, it is so easy to add on that thing with very little cost or effort from you and get a much better experience and increase that purchase value for that client. And also, again, when they start using things like products or they start adding additional services, those things are usually not one and done. So now if they’ve got, for example, you know, they got a facial and they’re adding on, you know, the scalp massage, guess what they’re going to do? They’re going to come in for that
23:02 – 23:36
Jessica Miller: facial again 6 to 8 weeks later and guess what they’re gonna do. They’re gonna add on the scalp massage again So it has a lot of legs. It doesn’t just give you immediate revenue, but it gives you that long tail future revenue as well so if you’re a retail business if you are an outfitter if you are a specialty food store, what can you bundle together? So, for instance, if somebody buys gourmet cheese, can you also sell them those artisanal crackers or a bottle of wine or the chocolate or something that pairs really well with this.
23:36 – 24:15
Jessica Miller: And again, it boosts the customer’s experience and it boosts the store’s average ticket price and people love it. They are like thanking you for giving them the chocolate, which they wouldn’t have known about. So, you want to think about those real-life examples. And you see this all the time. We really do see this. We tell people, hey, if you come into our store on Saturday between the hours of 12 and 4, you’re gonna get a free, fill in the blank, cap or running gear or whatever that is costing you pennies on the dollar. The people
24:15 – 24:42
Jessica Miller: are already coming in anyway, and you’re gonna sell it to them on top of the thing, right? It’s giving them a reason to come in. It’s increasing that value. They’re going to end up buying more with you, all of the things. And you really want to think about that. For one of my clients, they are outfitters. They had a whole wall of sunscreen. I was like, do not let people leave the store in the summer. It was a tourist town. Do not let them leave this store without offering them the sunscreen. It’s a beach town. They
24:42 – 25:15
Jessica Miller: are tourists here. They are going to the beach. For everybody that comes in, listen, we’ve got this awesome line of sunscreen, we’re offering, I think it was 10% off. Do you need sunscreen? Do you know how many $25 bottles of sunscreen these people sold? And again, if you think about this, if they’re buying a hundred-dollar shirt and you sell them a $25 bottle of sunscreen, you’ve just increased your bottom line by 25% and you have done nothing additional. Like you’re literally standing behind that counter anyway. You’re standing in that store. They are like loving you.
25:15 – 25:51
Jessica Miller: Okay? So, think about these areas where you can execute on this in a very formalized way. It’s very clear, right? Like the example I just gave about the sunscreen, for every single person that comes in, you’re offering that sunscreen. For every single person that lays down on your table at the med spot, you’re offering the scalp massage. For every single person that buys the steak, you are always offering them a premium glass of wine. Another amazing idea for restaurants or anyone, any food service, especially if you’re pouring drinks, do not let that glass empty. This is
25:51 – 26:21
Jessica Miller: another amazing standardization that you can do for your staff as far as an upsell. Do not let the glass be empty. When that glass starts to get down and they are enjoying that glass of wine, ask them if they want to refill. People will stay, they want to talk longer, they’re going to continue to enjoy it, they’re having a great time. It’s the difference between someone having one glass, it goes to empty, they’re sitting there, then they get bored and then they leave, versus you keep that glass full and they’re enjoying their time and they continue
26:21 – 26:56
Jessica Miller: to talk and then they get the dessert and then they get all the things. Do you see how this works? This is how it works. So, these are the places where you really want to lean into these upsells. If you want to really drive the bottom line of your business in a way that feels amazing, it increases the value to your customers, it adds more revenue without adding complexity, you want to be focusing on these upsells. You want to make sure that you have this locked in. Now, again, as I said earlier, if you are not
26:56 – 27:30
Jessica Miller: standardizing this, if you are not doing this intentionally, if you’re not tracking it, you’re not doing it right. This isn’t about just hearing this. Again, you’ve all heard it. It’s not just about hearing it and being like, yep, yep, yep, I’m doing that. It’s about doing it optimally. It is about finding this money that is already in your business attached to your hell yes offers that you are selling already and figuring out where you can optimize those for profits and add-ons and upsells are those places. So, the things that you want to remember as a result
27:30 – 28:05
Jessica Miller: of this, okay, Strategic timing is everything. Strategic timing is everything. The psychology of people buying matters. When they say yes and they commit, they are more likely to say yes to another offer you put in front of them. So doing this at the right point in the customer journey, attaching that to the sale, getting that nestled up and in that place of the buying mindset and offering something that compliments that initial purchase really increases the likelihood that they’re going to accept it. And it seems like a no brainer. Always, always create add-ons with value. They aren’t
28:05 – 28:35
Jessica Miller: just about selling more. You wanna make sure you are enhancing that customer experience, and you wanna make sure that it feels like that thing that makes so much sense, that it makes the person feel even better about their original purchase, so happy they’re buying the other thing, and almost like they forgot to add it to the cart, like, oh my gosh, duh. Like, they would have been an idiot if they didn’t buy this thing, right? And you wanna make sure that that is the, you’re coming from that place. You wanna look at your business again, for
28:35 – 29:11
Jessica Miller: those most profitable upsell opportunities. You want that offer to always be in the vein of true value to your customer. You wanna make sure that it requires as little effort and resources to your staff or to you for you to provide that experience. And you wanna make sure it’s closely aligned to that customer’s original purchase. Again, getting the beautiful glass of wine with a steak makes sense, it’s super aligned. Adding on the vitamin C treatment when someone’s getting a facial makes sense. Adding on that scalp massage makes sense. Bundling the XYZ thing in the retail store
29:11 – 29:42
Jessica Miller: with the other thing that they’re buying makes complete sense, right? If someone’s buying an awesome shirt from your outfitter store and then you offer them the amazing shorts that go with it so they have the complete outfit, it makes sense. Or the cute hat, sun hat that goes with it, or the sunscreen that they shouldn’t be walking out the door without. It makes total sense. So, it’s very closely aligned. You want to look in your business for those profitable upsell opportunities, where those things really lock into place and it naturally complements and enhance the customer’s experience.
29:42 – 30:18
Jessica Miller: So, think, you know, higher tier services, VIP option, product bundle, a complimentary item that somebody would likely need anyway. Those types of things, again, they just get people to buy in a way that feels amazing. And then remember these real-world experiences. Remember where people are doing this in your industry. Make sure that your team is bought in. You want your staff and even you, everybody in your business, you want them to sell without selling. When you’re, I always tell my clients this, when you are pure of heart, when you’re looking at that client and thinking,
30:18 – 30:50
Jessica Miller: what is going to blow their damn mind? You know what I mean? What is going to have them leaving feeling like they hit the jackpot? When you look at it through that lens, you’re not selling. You’re in service to this person because you know how good it feels to have an amazing experience. And the people that are already bought in, they want it all because they are there for the experience and they are willing to pay for it. It already feels good to say yes. Have them just feel even more amazing, right? So, you want people
30:50 – 31:23
Jessica Miller: to be bought into this. You want everyone to feel good. You want it to be pure of heart. You want it to be easy to execute. And you want it to be easy to formalize and track. Formalize and track. So, these are the areas where your hidden money in your business is living right now. And I have to tell you, I would scream from the rooftops, stand on my soapbox all day long and tell you before you do anything else as a thriving seven-figure or high six-figure business owner, nail this down. Because it is the fastest
31:23 – 31:58
Jessica Miller: way for you to make a lot more while doing yes. For you to optimize what you already have in your business that you have worked so hard to create and get it to work for you and your customers with ease. Running out there and chasing traffic and chasing your cold market. Again, I am not suggesting that you do not need that funnel and that traffic. You absolutely do. But here’s the thing, you want to do that after you have optimized all of these things. Because once you optimize it, then you are pouring water into a bucket
31:58 – 32:31
Jessica Miller: that is not leaking. And that’s where your business really starts to, you know, it thrives. You create this flywheel and people are moving through it and they’re moving through it in a really powerful way. So go back to your business right now, look at these levers, find these best opportunities, go where it makes the most sense, and I wanna hear all of your success stories because increasing your revenue through upsells and add-ons is the fastest way for you to grow and the most fun. Until next week everyone See you then.
