This is something I encourage when working with clients who find the concept of ‘upselling’ somewhat icky. It’s actually something I encourage even if they like selling, as for me it’s sensible and smart, and sets out your full Thing (even if then people choose to buy less of it).
It’s what I refer to as ‘The’ Result and ‘A’ Result. ‘The’ Result is everything you can do that’s part of your Thing to help someone or their business. If you know there are 5 steps in your process, or 5 elements to your philosophy that come together to give ‘The’ result, then this is that. But for most of us, even doing a piece of our Thing (1 or 2 of the steps in our process or elements of our Philosophy) will give ‘A’ Result. And for someone who needs help, then even ‘A’ Result is better than where they are right now. Of course, it’s not ‘The’ Result, but it’s moved them forward, and solved some of their problem.
So when I say ‘start big’ I mean always explain your full ‘The’ Result to people, but if that’s not something they can commit to right now, allow them the option to buy ‘A’ Result (something smaller). Of course, if they want the full result from the get-go, great, but this way if they want to start out with a smaller slice, you don’t face the awkwardness of an upsell later. Because you spoke about the ‘big’ thing first, but you sold ‘small’, everyone involved knows they have not bought everything and so when they are ready or want to buy the full offer you have, they can but it won’t be a hidden upsell that they feel wasn’t clear to them at the outset.
Upsells feel icky (technical term) when we feel hoodwinked in the sales process that we bought something that wasn’t the full solution or answer and now we have to buy more. If we know from the outset everything we need but choose to buy less than everything, that’s OK as we knew that was our choice, and the option to buy the rest remains up to us. We don’t feel we’ve been deceived as we always knew what would give us the full results we asked for. And if we choose right now to simply take a step towards those results, we’re OK with that. Which is why I’m a huge fan of start big, but sell small (or sell big of course–don’t not sell big if that’s on the table!).
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