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 and copyeditor. She curates The Proofreader's Parlour and is the author of several books on business planning and marketing for editors and proofreaders.
Visit her business website at Louise Harnby | Proofreader, say hello on Twitter at @LouiseHarnby, or connect via Facebook and LinkedIn.
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