Veja como você pode efetivamente fazer upsell e cross-sell para clientes existentes como Gerente de Conta.

It all starts with one thing : listening. Put yourself in the client’s shoes. Build trust, and make recommendations that solve for their needs.

We need to understand the pain points of the customer see how and which product can resolve them, discuss with them proactively show them how your products fit into the requirements. Understand their pulse and depending on the pulse move ahead.

Forget the movies where selling a comb to a monk is glorified. Why waste effort when better-suited clients are available? The best clients are your existing ones. Upselling and cross-selling to them saves time and money, yielding better results. Key strategies: 1) Understand Client Needs: Know their operations and needs thoroughly. 2) Identify Opportunities: Spot chances to replace competitors, introduce higher-margin products, or offer irresistible deals. 3) Leverage Product Mix: Ensure your offerings fit seamlessly into their workflow. Start here and use proven sales techniques to close the deal. Finding the right target is more efficient than the aiming.

As an Account Manager, upselling and cross-selling to existing clients is key. Get to know the goals and challenges inside out. Find ways to add more value and show how your other offerings can help. Build trust and rapport. Be their go-to partner, not a pushy salesperson. Time your suggestions carefully, during big milestones or when they're ready to grow. Personalize those upsells/cross-sells - use their language, highlight benefits they care about. And sweeten the deal with incentives or bundled packages. Make it a no-brainer for them to say yes. The key is being a consultative, solutions-focused partner, not just a salesperson. With the right approach, you can turn your existing clients into your biggest advocates and revenue drivers

Listen actively to client challenges, analyze usage patterns, and gather feedback to grasp their evolving needs comprehensively.

Have you built enough trust with your customers that they can reach out to you without hesitation? Can they pick up the phone and call you or text you? Do they feel safe sharing concerning information? If not, lay that foundation immediately. Without this foundation, any kind of selling is just one way... i.e., only if the customer has a need for it can you sell.

One of the most important thing is catch customer's needs earlier before getting to competitors. To make it possible, should be trust between customer and AE. Not easy to change current infra to others if there is no critical problem. To build solid trust with customer, AE should take care of there usages constantly not specific time which can see selling opportunities.

Be a Trusted Advisor: Go beyond simply fulfilling orders. Understand their business, goals, and challenges. Offer valuable insights and advice even if it doesn't immediately lead to a sale.

Building trust with clients is essential for long-term success. Start by actively listening to understand their needs and challenges. Transparency is key; always communicate openly about what your product or service can and cannot do. Consistently follow through on your promises and deliver on time. Regularly check in with clients, offering proactive solutions and support. Show genuine interest in their business goals and provide personalized recommendations. By demonstrating reliability, honesty, and a deep understanding of their needs, you cultivate a strong, trusted partnership that benefits both parties.

Be reliable and let your clients know that they can count on you. Be transparent and communicate well with your clients. Be proactive and don’t always wait for your clients to come to you. Be available and make time for your clients to show that you value them. Be authentic and show your company values.

When a client expresses satisfaction with your product or service, it's an ideal time to suggest complementary offerings. Anticipate Upcoming Needs: If you know they're planning for expansion, a new product launch, or facing seasonal demands, reach out proactively with solutions that can support them. Avoid overwhelming them with too many options or pressuring them into a decision. Focus on building trust and providing value over time.

La principal virtud de un buen comercial es tener el don de la oportunidad. De nada sirve todo el conocimiento y preparación previa, si es inoportuno.

Understand the whitespace across your customers and solutions. Ie a matrix of your clients against all the options. modules etc you have to sell and mark what they have already, mark what is definitely not for them and what's left is your whitespace to work to qualify collaboratively with the client. As you check out across each mark them with a rag (Red Amber Green) Red no fit, amber some discussion to be had, green definite need/interest/value.

To provide solutions when upselling or cross-selling, you need to understand your client's business and position the solution to show how it provides value to their business. Providing solutions is great, but if they don't show value to the client or they won't make an impact, then they're ultimately not real solutions. A client is much more likely to approve the upsell or cross-sell offering if they can clearly and easily see the value the solution is driving for them.

In my experience as an account manager, handling objections to cross-sells and upsells effectively is crucial. When faced with objections, I first listen carefully to understand the client's concerns. For instance, when a client was hesitant about an additional service, I addressed their concerns by highlighting how it aligned with their specific needs. I provided case studies to show the tangible benefits others had experienced. I was transparent about costs and demonstrated the ROI they could expect. Offering a trial period helped alleviate their concerns. By showing empathy and reinforcing my commitment to their success, I turned objections into successful sales and strengthened our partnership.

Acknowledge the objection and show the customer that you heard them. Ask questions to understand the root of the objection. Take your position and provide a tailored response to the objection. Double check to ensure the resolution of their concern is addressed.

People often view follow-ups as bothersome, akin to persistent salespeople knocking on doors. However, follow-ups are actually a vital part of any effective communication strategy with clients. They help reinforce your proposal, highlight the benefits of your product, and address any potential objections subtly and professionally. While it can be disheartening not to receive an immediate response, don't be discouraged! Until you receive a definitive "No," every follow-up remains an opportunity. So, keep following up! 🙂

It's important to follow up! The offer might not get approved in the room or via email if not directly presented, so it's imperative to follow up with the offer and restate the value and solution provided. Clients likely have a lot in front of them so it's important to continually show value when getting in front of them. Remember in your follow-ups to show value without being pushy or "over-selling," as that's an easy way to have the sale turned down.