Want to grow revenue without chasing more clients? Master the art of upselling.

Here’s how to upsell effectively and ethically:

• Understand your clients – Know their pain points, goals, and service history
• Pick the right moment – Offer upgrades during reviews, check-ins, or while solving a problem
• Show the benefit – Clearly explain how the upsell improves outcomes or saves time/money
• Make it relevant – Tailor offers to their situation using your knowledge of their business
• Bundle smartly – Combine services for greater value (e.g., tax + advisory + structure review)
• Use social proof – Share success stories, testimonials, and real results
• Be confident – Clients trust your expertise. Recommend upgrades with certainty
• Offer incentives – Add urgency with limited-time offers, discounts, or added services
• Use visuals – Diagrams, comparisons, or value calculators increase clarity
• Train your team – Make sure everyone knows how to upsell with value, not pressure

Upselling isn’t about selling more, it’s about delivering more.

When done right:

• Transaction values increase
• Client relationships deepen
• Profit margins improve