What freelancers who hate selling can learn from Apple

Are you failing your clients (and wallet)?

If you're not upselling, you're not getting the best results for your clients.

And the best results for your clients is what you want.

You know how it is when you need a new laptop. You do your research, assess what you need from the new device. You're thinking about price, will you buy new or refurbished.

Since none of your current accessories will fit the new model, of course you're thinking about those too.

So when you finally walk into the Apple Store, you're ready to buy that new MacBook Air. It's light, compact and more affordable compared to some of the other options.

With it, you'll be able to do different things and get more done—all while learning your new toy.

Photo by Vitaly Gariev on Unsplash

To say you're excited is understatement but you contain it because, well, you're an adult dammit.

But this feels a little like xmas morning.

In the Mac store, so many people but you know what you need. You put blinders on to try and hide your awe at all the flashy Apple products as you walk to the back of the store to the checkout counter.

You ask the salesperson to grab you that shiny new Air, only to hear them suggest: “Ever consider going Pro?"

Of course the MacBook Pro. Let's see. Faster processor and more storage. You consider it. It’s a bit more expensive but look what all it comes with (and c'mon, you are a pro right?).

It does have a bigger and better screen and a longer battery life. You sigh and agree, thinking about how much better life will be with this extra power.

Then, they suggest a sleek, padded laptop case and sleeve to protect your new investment. Damn. You hesitate for a moment but decide to go for it.

Then, there's the inevitable, "Want the extended warranty for extra peace of mind?"

You just got upsold and cross-sold.

What?! — Amy Chen on Unsplash

It's not a bad thing. Not necessarily

Let's break it down.

• The upsell is the MacBook Pro

• The cross-sell is the laptop case, sleeve and extended warranty

An upsell is an enhanced, higher-priced alternative to your initial choice.

Cross-sells are all the extras to improve your usage and experience.

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The same idea works in freelancing. Like a salesperson who suggests MacBook upgrades, you can help your clients get the best results.

Offer them services or add-ons that make what you do for them work even better.

And here's the thing with upselling and cross-selling when done well...

A few months down the line, you realize how solid a purchase your MacBook Pro has been. It handles all your tasks with lightning speed. Things the Air wouldn't have kept up with in the end.

So, you can now work more efficiently, take on new projects, and explore new tools. The padded laptop case and sleeve? They’ve saved your MacBook from more than one close call.

In the end, the upsell (the more powerful MacBook Pro) and the cross-sell (the case and sleeve) weren’t just good for Apple—they were better for you, too.

It’s no different when you upsell and cross-sell your clients.

When done with their goals in mind, those upsells and cross-sells help them as much as (or more than) they help you.

And don't worry. Not everyone buys the warranty

Next time, I’ll dig into how you can use this strategy without feeling like you're 'selling.'

You’ll get easy ways to offer more services to your clients—new and old—so you can make more money and deliver them the best results.