We asked industry experts to share an example of a time they successfully upsold or cross-sold a product or service to a customer. Here are the practical strategies they used, which you can implement to enhance your sales efforts.
- Start With Design Services
- Upgrade To Whole-Home Surge Protection
- Offer Deep Cleaning Services
- Create Multi-Platform Media Strategy
- Expand Product Categories
- Convert To Annual Pest Protection Plan
- Add Companion Admin Dashboard
- Seal And Insulate Ductwork
- Enhance Product Recommendations
- Join Coach Accelerator Program
- Integrate Digital Marketing Channels
- Recommend Lawn Aeration And Fertilization
- Add Liability Insurance Coverage
- Suggest Larger Sauna Model
- Combine Botox With Microneedling
- Upsell Matching Built-In Appliances
- Recommend SEO And Digital PR
- Create Bundled Outfits
Start With Design Services
One of the most effective strategies we’ve used to build long-term client relationships is starting with design services that naturally evolve into full-scale development projects. Clients often approach us with a general idea or a business problem, but without a clear product vision. By beginning with a focused design phase—user research, wireframes, and clickable prototypes—we help them visualize the solution, validate assumptions, and align internal stakeholders.
This process builds trust and establishes technical direction early. For example, a recent client came to us wanting to digitize a manual workflow but wasn’t sure what features were essential or how users would interact with the system. We led a short design sprint that produced a prototype, which they used to gather feedback from their team. The clarity gained from this early design phase gave them the confidence to move forward with full development, and we transitioned seamlessly from concept to code.
Starting with design gives clients a low-risk entry point and ensures development resources are used efficiently. It also positions us as a strategic partner, not just a vendor, increasing the likelihood of longer engagements and more impactful work. This approach consistently leads to better products and stronger client relationships.
Ari Lew
CEO, Asymm
Upgrade To Whole-Home Surge Protection
One of our homeowners called us for a simple breaker panel replacement because their old one was outdated and couldn’t handle their growing electrical load. While inspecting their system, I noticed they had multiple power strips overloaded with devices and outdated wiring that could be a fire hazard.
We explained the benefits of upgrading to a whole-home surge protection system. By showing them the cost of replacing their TVs, HVAC system, and kitchen appliances due to a power surge, they quickly saw the value. They agreed to the surge protection upgrade, and later, they thanked us when a storm caused power issues in their area—but their home was fully protected. The key to a successful upsell is educating the customer, not pressuring them, and making sure they see how the upgrade benefits their safety and long-term savings.
Tim Hodnicki
President, Electrical Experts
Offer Deep Cleaning Services
Finding ways to offer customers more value comes down to paying attention to what they really need.
I remember helping a family who called for a basic house cleaning. When I visited their home, I noticed thick dust on their baseboards and grime buildup in kitchen and bathroom areas. Instead of just noting it for our team, I sat down with them and explained that these trouble spots needed deeper work than a standard cleaning provides. I showed them what a deep cleaning would include and how it would make regular cleanings more effective afterward. They decided to go with my suggestion, and after seeing the results, they now book quarterly deep cleanings alongside their regular service.
Another time, one of our vacation rental owners mentioned how frustrated they were with their linens looking worn despite frequent washing. They initially just wanted between-guest cleanings, but I suggested we could handle their laundry too, using commercial-grade equipment and proper techniques to keep everything looking fresh. They tried it once and immediately saw the difference in quality. Now they use both services, and they’ve sent several other property owners our way.
I find it works best to simply listen first, then point out specific ways we can help solve actual problems. We don’t use sales pitches—we just point out what we see and offer practical solutions. When customers realize you’re thinking about their specific situation rather than just trying to increase their bill, they’re much more willing to invest in additional services.
Joseph Passalacqua
Owner & CEO, Maid Sailors
Create Multi-Platform Media Strategy
A key strategy for up-selling and cross-selling in PR and branding services revolves around demonstrating value and creating a seamless customer journey.
A client initially approached for a single media placement in a top-tier publication. Instead of just fulfilling the request, the strategy was to:
- Show the Bigger Picture – Educate the client on how a single placement is powerful but a multi-platform media strategy (articles, podcast interviews, and TV appearances) creates long-term credibility.
- Leverage Social Proof – Showcase successful case studies where clients achieved massive brand authority through an integrated PR approach.
- Bundle Services for Maximum ROI – Offer a premium package that combined media features with personal branding consultations, ensuring ongoing visibility.
- Position the Offer as an Investment, Not an Expense – Highlight how sustained media exposure leads to more business opportunities, higher conversion rates, and increased brand trust.
The client opted for an expanded PR package, significantly increasing their investment while achieving greater long-term visibility.
The best up-selling or cross-selling strategies focus on value alignment—helping clients see how an additional service isn’t just an extra expense but a strategic move toward their goals.
Sahil Sachdeva
CEO & Founder, Level Up PR
Expand Product Categories
We had a reseller who was only using the platform to track sneaker drops, just one product category. He kept saying things like, “I only resell sneakers. That’s my thing.”
It was totally fair, but I could tell he was missing out on opportunities that were sitting right in front of him.
So instead of pitching him on an upgrade or pushing more features, I just said, “Let me show you something real quick.”
I pulled up a trending product, limited-edition Lego sets, that had a huge profit margin and was flying under the radar. I walked him through how we identified it, showed him the demand curve, and then just asked, “What do you think would happen if you applied the same sneaker strategy here?”
That one conversation flipped a switch for him. He not only expanded into toys, but within a month he started cross-referencing sneaker and collectible trends together. Eventually, he upgraded to the full platform and became one of our top power users.
The strategy I am implying here was simple: Don’t just sell the product, sell the outcome. I didn’t try to upsell him on features. I showed him what was possible, based on what he already cared about. That’s what made it stick.
Ryan McDonald
COO, Resell Calendar
Convert To Annual Pest Protection Plan
We were able to convert a one-time termite treatment into an annual pest protection plan. A homeowner contacted us regarding a termite issue, and after inspecting the property, I noticed signs of other pests, including ants and rodents. Instead of merely addressing the immediate problem, I explained how termites were only part of the issue and how a proactive approach could prevent future infestations. I employed a strategy of education rather than hard selling—I showed the homeowner photos of hidden problem areas, explained the long-term risks, and broke down the cost-effectiveness of a recurring service. This demonstrated the value in protecting their home year-round rather than just treating a single issue. They have become a loyal customer for years, and their home remains pest-free.
Jason Napolski
President & CEO, A-Tex Pest Management Inc.
Add Companion Admin Dashboard
One example that stands out was with a client who initially approached us to build a simple MVP for a mobile app focused on event check-ins. As we worked through the wireframes, I recognized an opportunity to cross-sell a companion admin dashboard that would give them real-time user data, event analytics, and management controls—all features that would not only enhance their product but also make it more appealing to investors.
The strategy I used was rooted in value framing. Instead of pitching it as an upsell, I walked them through how much time and manual effort they’d save, and how centralized control would improve the app’s scalability. I also mocked up a few basic screens to help them visualize the potential. That small investment in a prototype paid off—they agreed, and it turned into a more comprehensive, long-term engagement. The key was focusing on how the additional functionality aligned with their growth goals, not just their initial ask.
Patric Edwards
Founder & Principal Software Architect, Cirrus Bridge
Seal And Insulate Ductwork
One of the most effective up-sells I’ve done involved a homeowner who originally called for a duct cleaning service. After inspecting their system, I noticed they had leaky, uninsulated ductwork, which was causing them to lose a lot of conditioned air. Instead of just performing the cleaning, I explained how sealing and insulating their ducts would not only improve their air quality but also increase their HVAC efficiency and lower their energy bills.
I used a simple approach: show, don’t just tell. I used a thermal imaging camera to visually demonstrate the air loss in their duct system, making the problem clear. Once they saw the issue firsthand, they immediately understood the value and opted for both services. The result? Better airflow, lower energy costs, and a happy customer.
Omero Flores
CEO, American AC & Heating
Enhance Product Recommendations
In a campaign for a supplement brand, we efficiently implemented a cross-selling strategy that generated a significant uplift in return on ad spend. Initially, the brand was seeing about a 1 to 1.5X ROAS with a freelancer’s campaign. We introduced an A/B test while maintaining the existing setup and quickly ramped up to a 3.6X ROAS. This was achieved by carefully analyzing the customer journey and enhancing product recommendations based on buyer behavior, thus increasing average order value.
In another instance with a trenchless pipe repair company, our focus on Google Ads and SEO not only amplified their digital presence but also transitioned the business from just under a million dollars to a $10 million company in two years. By understanding the customer lifecycle and strategically aligning ad copy with high-intent searches, we effectively cross-sold additional services, leading to a tenfold increase in monthly leads.
McCain Kennedy
Founder, Set Fire Creative
Join Coach Accelerator Program
One of my most effective cross-selling strategies involved getting athletes to participate in my Coach Accelerator Program. Athletes initially approached me just for individualized coaching plans. However, I introduced them to the value of community-driven learning and holistic development, showing how joining this program could provide extra benefits like peer support and adaptive training insights.
I shared real-life proofs from previous participants who successfully tackled endurance challenges by leveraging the shared knowledge in the Accelerator Program. This included an athlete’s journey to Kona qualification, which involved not only personal grit but insights gained from the community. By illustrating these success stories, it was clear how the program added value beyond traditional coaching.
This approach was not just about selling more services, but about genuinely enhancing the athlete’s experience and achieving long-term success. Illustrating community benefits underpinned by personal achievements enabled the strategy to resonate beyond a transactional relationship, making it appealing to those passionate about their athletic journey.
Christopher Bagg
Head Coach & Co-Founder, Campfire Endurance
Integrate Digital Marketing Channels
One instance where I successfully cross-sold a service was with our client, Princess Bazaar. Initially, they only approached us for a basic shopping campaign that wasn’t delivering the results they wanted. By restructuring their approach to a smart shopping campaign and incorporating targeted audience strategies, I was able to demonstrate the benefits of integrating other digital marketing channels like PPC and social media.
We set up a smart shopping campaign, optimized with relevant audience targeting and better ad assets. This not only increased their online sales but also lowered their CPC. By focusing on category campaigns rather than just branded ones, we saved Princess Bazaar a significant amount of their ad spend. The cross-sell here was the integration of these strategies, which provided a more cohesive marketing effort and resulted in a 20% increase in sales.
This approach is all about understanding the client’s pain points and offering solutions that go beyond their initial expectations. It’s about turning a transactional relationship into a partnership, where we align our strategies with their business goals for greater impact.
Amber Porter
CEO, RankingCo
Recommend Lawn Aeration And Fertilization
A homeowner in Boston hired us for mowing, frustrated that their lawn never looked full. After walking their yard, I explained that poor soil, not just overgrown grass, was the real issue. Instead of just cutting, I recommended aeration and fertilization to revive their lawn in 12 weeks. They were hesitant, but after seeing proof from another client’s results, they gave it a shot. Within a month, their grass was greener and thicker. By the end, they were proud to host backyard gatherings again and even referred two neighbors. We don’t just mow, we transform lawns by solving the real problem.
Francis Daniels
Founder & CEO | Turfpro, Turf Pro
Add Liability Insurance Coverage
Cross-selling plays a crucial role in building comprehensive insurance solutions for our clients. One success story involved a small business owner in Lawrenceville who approached us for commercial property insurance. After assessing their needs, I identified gaps that could lead to significant risks, such as unprotected liabilities.
I proposed adding General Liability and Professional Liability Insurance to their portfolio. By explaining real-world scenarios where these coverages could shield their business from costly lawsuits, I emphasized the importance of a holistic approach to risk management. The client saw the value in creating a more robust safety net and decided to improve their coverage across these areas.
Our approach blends attentive listening with expert consultation, focusing on individual needs and potential vulnerabilities. It’s about assembling a well-rounded insurance puzzle, ensuring each piece offers optimal protection for both businesses and personal situations.
Don M Walters
Owner, The Ephraim Group
Suggest Larger Sauna Model
Last year, I recall a customer who was looking for a basic two-person infrared sauna. He had conducted extensive research online and was determined to purchase a specific entry-level model. Instead of immediately discussing specifications, I asked a few open-ended questions about his intended use—how often he planned to use it, whether it was just for him or others, and what his long-term wellness goals were. This approach helped me understand that he cared deeply about detoxification, recovery, and shared use with his wife.
I introduced him to a slightly larger three-person unit with full-spectrum heaters and improved chromotherapy options. It was approximately 25% more expensive than the model he had initially considered. Rather than simply listing features, I framed the difference in terms of comfort, shared use, and future-proofing—how the extra space would feel over time, and how the enhanced heating would support his goals. He took a day to consider it, returned, and ordered the upgraded model.
The strategy wasn’t to push—it was about slowing down the conversation and anchoring the sauna to how he actually wanted to use it in his life. Most people come in thinking about price and specifications, but they leave happiest when they see how the product fits into their daily routine. This approach requires listening more than pitching.
Since then, I’ve trained our small team to do the same: ask better questions, connect with the “why,” and present options as if you’re solving a problem, not selling a product.
Christoffer Arfert
Founder, Select Saunas
Combine Botox With Microneedling
I always aim to provide clients with personalized recommendations. For example, a client initially came in for Botox, but during our consultation, I noticed her skin could benefit from a microneedling treatment as well. I explained how combining Botox with microneedling would not only smooth wrinkles but also enhance skin texture and radiance. By highlighting the natural synergy between the treatments, the client was eager to try both and was thrilled with the results. This experience reinforced how educating clients on complementary services helps them achieve their best results, enhancing both their confidence and satisfaction.
Neda Hovaizi
Clinical Director, Lumi Aesthetics
Upsell Matching Built-In Appliances
As someone who works in the luxury kitchen appliance industry, I once had a client who wanted a high-end range. Instead of diving straight into product recommendations, I asked about their cooking habits, their kitchen layout, and their design inclinations. As they continued to speak, I recognized that they appreciated clean design and efficiency—yet they weren’t aware of how matching built-in appliances, such as a speed oven or column refrigerator, could increase both functionality and aesthetics. I explained the options to them, pointing out performance specs and design continuity between the models, without directing them toward any one brand in particular. That helped build trust. They ended up equipping the whole kitchen with a full suite, not just the range.
The trick was to have sounded informed but NEVER BIASED. In this market, those who want to sell their products don’t want to feel like they’re selling their products—they want to feel like they’re understanding them. My strategy was to educate as opposed to being pushy. I used real-world examples like talking about the way an oven heats up when cooking or having them see finishes in sunlight to see how different they look. That sort of EXPERIENCE-BASED SELLING seems to work better with high-end buyers. As a consultant instead of a salesperson, you are much more likely to build relationships that last and result in larger sales.
Sofia Wang
Sr. Marketing Specialist, Luxury Appliances Division, EMPAVA
Recommend SEO And Digital PR
Our agency works consultatively by creating a Customer Journey Map early on in the process. This allows us to look for potential gaps and opportunities at the awareness, consideration, or conversion stages. As an example, when we acquired a new client that only had an active PPC-focused presence, they had a near-zero organic presence. We explained how this could limit long-term growth and brand authority. This allowed us to recommend a bundled approach that would offer SEO, link building, and digital PR. We broke down how these signals integrated and layered to develop domain authority, drive up search rankings, and, over time, attract increasingly qualified traffic.
Positioning the bundle as a strategic investment instead of as add-ons allowed the client to see value. We backed our recommendations with data from similar accounts, where integrated SEO and digital PR campaigns had resulted in improved traffic by 40% and keyword ranking improvements within three to six months. We realized that upselling became easier by tying it to what they care about—brand visibility, ongoing lead generation, and sustainability.
Bryan Vasquez
Head of Sales, LinkBuilder.io
Create Bundled Outfits
In one memorable instance, I worked with a client who owned an online boutique. We used a strategy to upsell products by creating bundled outfits rather than selling individual pieces separately. By analyzing shopping patterns with tools like Google Analytics, we noticed that customers often purchased related items, such as a particular dress with matching accessories.
Implementing a “Frequently Bought Together” section, we bundled these items and offered a bundle discount. This not only increased average order value by 15% but also improved customer satisfaction as they received a coordinated outfit at a better price. Others can apply this by mining data to understand buying behaviors and leveraging AI tools to identify patterns for effective bundling.
Being based in Austin, I’ve had strong connections with software providers, which allowed us to seamlessly implement AI-driven solutions, increasing buyer trust and conversions. This demonstrated the power of using technological insights to drive sales effectively, showcasing actionable value for others to replicate in the e-commerce sector.
Lori Appleman
Co-Founder, Redline Minds
