The secret to making more money on Fiverr isn’t always just about finding more clients. Sometimes, it’s all about knowing how to get the most from your existing clients through upselling.
Simply put, upselling is when you encourage your client to buy more than they initially approached you for. This could look like upgrading to a higher-priced package, offering complementary service, or selling gig extras.
Now, asking a client to spend more can feel a bit uncomfortable for some. You may worry about coming off as too pushy or salesy, or maybe your upsell attempts haven’t quite landed well in the past.
Well, this article is designed to hopefully change that. Continue reading as we dive into some key mindset shifts and strategies you can use to upsell with confidence.
Shifting your mindset
Take a service-based approach
One of the most important things to remember about upselling is that it’s not just about persuasion; it’s about service. It’s not just about how you can earn more to satisfy your needs; it’s about how to do more to help your client with theirs. The more you can approach upselling as a way to add more value to your clients, the more helpful and attractive your recommendations will be.
Lead with confidence
Upselling can be nerve-wracking, but if a client reaches out to you and is ready to work together, you’ve already overcome the hardest part: getting noticed in such a competitive marketplace. Chances are, they like your work and trust your skills. Therefore, don’t hesitate to suggest ways you can help them even more. Just be clear and confident about the value you can bring.
Leveraging the right opportunities
Understand your client's needs
To upsell effectively, you must understand your client’s goals well. Instead of jumping straight into the order, be intentional about chatting with your client to build rapport, ask thoughtful questions, and tune into any pain points they have. You can ask questions like:
- “What’s the overall goal of this project?”
- “How do you plan to use this long-term?
- “Is this order part of a bigger project?"
These questions will help you uncover opportunities to offer solutions that truly complement their projects and help them reach their goals.
Timing is everything
Upselling works best when it’s timely. Sometimes that means offering a bundle right at the beginning. For example, let’s say someone hires you to design a logo, and after a quick chat, you learn they’re launching a brand. This is an excellent opportunity to offer other branding essentials, such as social media graphics, business cards, or brochures. Frame it as a deal to make the offer even more appealing by saying something like: “To help you launch your brand smoothly, I can include X, Y, and Z in a complete branding package at a bundled rate for you.”
Other times, it might make more sense to wait until the end of a project to recommend additional services. This works well for add-ons that are follow-up services, such as SEO or bug fixes after a website build. The sale may not always be immediate, but letting them know you're available can open the door for future repeat business. You might say: “Once the site is live, I also offer SEO optimization and ongoing bug fixes. Just let me know if you ever need help down the line.”
Consider past client trends
Another smart way to upsell is to anticipate your client’s needs based on what your past clients usually purchase together. For example, if you’re a logo designer who notices many of your clients later request different logo variations or a brand kit, you can suggest it upfront. “I noticed you're launching a brand and need a logo. Most of my clients in your shoes find having multiple logo variations helpful across different platforms. I’d love to offer that to you at a bundled rate, if you’d like.”
Several things go into successfully upselling, but listening to your clients' needs and building trust with them is essential. Sometimes the upsell happens immediately; other times, they’ll come back weeks or months later. Either way, when you focus on serving, not just selling, you’re not only increasing your revenue but positioning yourself as a go-to partner they can go to for help on all their project needs.
