The Proofreader’s Corner: Offering Additional Services to Existing Clients — Up-/Cross-Selling (Part I)
In this two-part essay, I consider how offering relevant additional services to existing clients can increase the editorial freelancer’s income-per-client in a framework of high-quality customer care.
Part I defines up-selling and cross-selling, discusses the why these strategies are key to an effective marketing strategy, and tackles freelancer fears of appearing sleazy when offering add-on services that haven’t been directly requested.
In Part II, I’ll consider how the editorial freelancer might create relevant up-/cross-selling bundles that are “wins” for both parties. I’ll also offer a short case study on how I up-sold my proofreading service to an existing client — a bundle that was affordable and valuable to him, and profitable for me.
To read the article in full, head over to Rich Adin's An American Editor blog: The Proofreader’s Corner: Offering Additional Services to Existing Clients — Up-/Cross-Selling (Part I)
Louise Harnby is a professional proofreader, the curator of The Proofreader's Parlour, and the author of Business Planning for Editorial Freelancers and Marketing Your Editing & Proofreading Business. She is an Advanced Professional Member of the Society for Editors and Proofreaders (SfEP). Visit her business website at Louise Harnby | Proofreader, follow her on Twitter at @LouiseHarnby, or find her on LinkedIn.
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I am an Advanced Professional Member of the UK's national editorial society. Visit the SfEP website for more information.
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