How Do You Upsell Audio Services Without Alienating Clients?

Upselling can be a fantastic way to increase your revenue and offer even more value to your existing clients. However, if done poorly, it can leave your clients feeling pressured or mistrustful. Here's how audio engineers can approach upselling in a way that safeguards your client relationships and benefits everyone involved.

It Starts with a Strong Foundation

The ability to upsell successfully starts with the core relationship you've built with your client. These fundamentals are essential:

• Trust: Clients need to believe you have their best interests at heart and aren't trying to squeeze extra money. Demonstrate this through excellent work, reliability, and open communication.
• Understanding Their Needs: Get a deep understanding of their project, goals, and any potential challenges they might face. This allows you to offer upsells that genuinely solve problems, rather than feeling like 'add-ons.'

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Upselling as Adding Value

Shift your mindset about upselling. Instead of just adding to your bottom line, think of how you can genuinely enhance the final product or streamline the client's process. Here's how to frame your upsell conversations:

• Focus on Solutions: Present your services as solutions to their existing needs or as ways to achieve even better outcomes for their project.
• Be Enthusiastic: Communicate confidently about how your additional services will benefit them. Enthusiasm is contagious!
• Explain the "Why": Don't just list services. Clearly explain why the upsell will enhance the quality, save time, or address an issue they may not have considered.

Timing and Delivery Matter

• After Success: The ideal time to upsell is often AFTER you've delivered excellent results on the initial phase of a project. Clients are already happy with your work and more likely to invest further.
• Be Transparent: From the beginning, have clear pricing and explain any potential scenarios where extra services might be beneficial. This avoids surprise fees and builds trust.
• Never Pressure: Always offer clients the choice. Explain your recommendation, and if they decline, respect their decision. High-pressure tactics damage relationships long-term.

Example Audio Upsells (Done Right)

• "Since you mentioned wanting a super polished sound, would mastering the track take it to the next level?"
• "I can add sound design elements to elevate your video project. This can add depth and emotion..."
• "Would you like me to handle prepping audio stems for potential remix opportunities down the line?"

Remember: Upselling should be about serving, not selling

Focus on building lasting client relationships where your expertise is valued. By approaching upsells strategically and with the client's goals in mind, you can turn satisfied clients into loyal, enthusiastic collaborators.

How have you found success upselling within your audio engineering business? 

Rich Steve Beck is the creator and owner of Produce Mix Fix Conquer/We Are PMFC and PMFC Atlas. As well as being a Mastering Engineer, Blogger, Podcast Interviewer and Community Leader, Rich has 20 years + experience in finance, insurance, account management and online marketing. This will be a regular series supporting new up and coming audio engineers and producers as well as hopefully throwing around some fresh ideas to industry veterans to help assist sustainability. Cherry pick what is helpful, leave behind what you don't need. Good luck on your audio adventures!