The easiest sale you can make. And still nobody makes it.
The customer already trusts you and the delivery went well. Almost nobody comes back to them systematically with what logically follows.
Bea
An illustration, not an export from a customer account. What the agent asks, how it argues and when it says no are all things you set, and you sign them off before the first live message goes out.
- new leads you have to buy
- 0new leads you have to buy
- of customers get the sequence, not just the ones somebody remembers
- 100%of customers get the sequence, not just the ones somebody remembers
- customer your own recommendation has already sold to once
- 1customer your own recommendation has already sold to once
We have not measured how much systematic upsell lifts revenue over the ad-hoc kind. When we have, the number replaces this note.
If you have several products that lead into one another.
You already have the logic worked out
When product A solves problem 1, it is highly likely that in time they hit problem 2, which you also solve.
Either it happens inconsistently
The company relies on a rep remembering and getting in touch after a few months. It works, but on a fraction of the opportunities: human memory and capacity are not systematic.
Or not at all
And the opportunity sits there, even though the customer is a warm contact with existing trust. The better the first job went, the bigger the waste.
Eight customers after delivery, worked twice.
On the left what happened to them. On the right what Bea does with them.
- Delivered in MarchAfter deliveryNobody got in touchWith BeaMeeting on product B
- Delivered in AprilAfter deliveryA rep called onceWith BeaMeeting on product B
- Delivered in AprilAfter deliveryNobody got in touchWith BeaIn conversation
- Delivered in MayAfter deliveryNobody got in touchWith BeaDoes not need it yet
- Delivered in MayAfter deliveryNobody got in touchWith BeaMeeting on product B
- Delivered in JuneAfter deliveryNobody got in touchWith BeaIn conversation
- Delivered in JuneAfter deliveryNobody got in touchWith BeaMeeting on product B
- Delivered in JulyAfter deliveryNobody got in touchWith BeaCome back in six months
The rows are an illustration rather than a measured campaign. You set both the interval and what product B is.
How Bea runs it.
- Starting after an interval
- Asking how it went
- Offering the follow-on
- Questions and objections
- Confirming the interest
- Assessing and handing over
- 01
Starting after an interval
After an interval you choose, from the close of the job. How long depends on how long it takes at your company before problem 2 appears.
- 02
Asking how it went
She asks how satisfied they were with what was delivered. A natural, uninvasive opening that also catches complaints before they become problems.
- 03
Offering the follow-on
She continues by asking whether they are now dealing with problem 2, and says that you solve it.
- 04
Questions and objections
She answers on the spot from your material, price and scope included.
- 05
Confirming the interest
She checks the subject is live and worth a conversation. Polite interest is not the same as an enquiry.
- 06
Assessing and handing over
Interest goes to a meeting in the calendar. No interest is recorded and tried again on the next cycle.
It works for companies that do it consistently. We do not have a number yet and we will not estimate one. What you can check immediately: test mode walks the whole sequence on your own products before a single customer hears from it.
Bea runs this oneHow many customers did you offer the obvious next thing to this year?
Live in 14 days, three to four hours of your time. No lock-in, switch it off any time.