How Automation Improves Your Upselling Strategies

[Ehsanuls55]

“Upsell” and “Automation”: These are two words I didn’t think I’d put in the same sentence.

But unfortunately, automation has baffled the sales and marketing world, now more than ever with the introduction of AI and the rise of tools like Zapier.

Automation may make it seem like the customer journey and overall experience has become less personal, but those who do it well know that assumption is, in fact, incorrect.

In fact, a big part of the customer experience is upselling, so let’s explore vp business development email list this intersection in a way that allows you to improve your upselling strategies without losing your human touch.

Let's go there

What is upselling?
At its core, upselling is leveraging your existing customer base to increase sales, plain and simple.

However, there are a multitude of ways to manage your upselling efforts that can be summarized in two interpretations:

Sell ​​more
Sell ​​better
Let me explain.

Example

Let's take as an example a SaaS tool like The Growth Machine

Upselling means offering additional licenses, seats, features – a common metric in SaaS models. It's also about improving functionality – trying to convince a customer to upgrade to a higher-tier plan with more features.

However, selling better requires a different angle. At LGM, we focus on leading our clients into a more committed and contractual relationship.

At LGM, we prioritize selling better because it aligns with our interests. We believe that if a customer doesn’t opt ​​for five seats when they have the capacity to do so, it’s probably because they don’t need that many.


A simple campaign with a personal copy for each one
Tell me more!
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However, it doesn't always mean making customers pay upfront for 1-year contracts, but rather it's about creating a predictable and reliable revenue stream through customer engagements.

Expert advice

Upselling is always beneficial, especially from a financial planning perspective. It virtually guarantees a reliable income stream.

It is also a way to improve an organization's planning, as customers commit to paying for a certain period or choose to pay in advance. But it is also beneficial for the customer themselves, as they will be able to benefit from a larger discount.

For example, instead of receiving a 10% discount for a 12-month commitment, a customer can pay for the entire year and get a 30% discount.

In the software-as-a-service (SaaS) industry, this is particularly crucial. If you excel at upselling to the point of securing upfront payments, you essentially fund your growth through your customers.

Now that we have that out of the way, let’s dive into the meat of the matter!