When working with existing clients that you don't already do inbound marketing with, it can seem rather daunting to try to persuade them why they should invest in inbound. However, you know that investing in inbound is the best way to help them get more leads and customers, so how do you upsell them without being overly pushy?
Related Blog: Diary of a Marketer: How we Run our Inbound Marketing Account Management Meetings
Approach it the right way
Your client needs to be educated about inbound methods and have a firm understanding of what the expected results are, as well as a general timeline of how long it will take to start seeing these results. Your client also has to have a trusting relationship with you in order for them to commit to the process.
How to go about selling it
HubSpot recently published a blog featuring tips from numerous marketing experts about how they approach upselling and cross-selling opportunities with clients. Our own Mastermind of success, Gabriel Marguglio, was one of the inbound experts chosen to give their advice, recapped below:
With current clients who aren't using inbound marketing, show results using the HubSpot Sources report with conversion rates to demonstrate what you are doing with existing inbound clients. A well-done case study is an excellent way to demonstrate how inbound methods work and that it offers measurable, impressive results.
We recently conducted a case study on one of our local customers, Duncan Seawall. Click here to view the results and see why having measurable statistics is so helpful to show to clients on the fence about inbound. Your clients will inevitably ask how they can have access to those results, and this will open the door to the inbound conversation.
With current inbound customers, the best way to upsell them is to close the loop with HubSpot and to prove how much money you have generated. Working more than what they are paying for initially is a way to show them what they can ultimately get. Running extra campaigns and putting in a little extra time without charging them also pays off when it's time to show them results. When you do, they will understand that there is a lot more you can do to generate business for them if they pay for it.
To read what other expert marketers had to say on the subject, read the full blog here: 13 Expert Tips for Upselling Clients on Inbound Marketing
Inbound marketing is an easy thing to sell to existing customers, simply because it works! The key to successfully upselling and cross-selling is the right approach, extensive knowledge about it, and a good relationship with your client and helping them through the process every step of the way!
For more advice and tips on inbound marketing and how to get your customers on board, contact us today!