Your freelance writing business works well offering one-off services and monthly retainers, but your earnings haven’t changed. Of the many techniques I’ve used in my business, the best results came from adding a few additional lines to my proposals. This effortless technique is what I call the art of the upsell.
1—The Deadline Upsell
When we book clients, we don’t always give them the absolute soonest date we can complete the project. Adding in some cushion allows us work on other projects or create a safeguard should any obstacle or emergency get in the way of completing the project on time. But, as you know, many clients would prefer to receive their projects finished yesterday. Take advantage of their immediate need to add a rush fee on top of your normal project costs. This can increase your earnings exponentially, depending on how quickly they prefer to finish the project.
2—The Revision Upsell
Most freelance clients will want to make changes to the first draft, and some clients might want to make even more revisions. If your main project fee only calls for two rounds of edits or writing, this work lands outside your contract. You can solve this challenge by adding a service charge for a few extra revisions—or even an unlimited number of revisions. For maximum impact on your income for the year, adding an unlimited revision service charge could increase your earnings substantially, depending on the scope of the project.
3—The Competitive Upsell
This upsell reveals itself when you ask this question: What value can I offer that none of my other competitors do? This one takes some deep research to understand your place in the market, but even if you haven’t done this, it will have many more benefits than you think. The value of your competitive upsell might be hard to quantify, but it’s safe to say it could push you toward landing that five-figure contract if you craft the perfect idea for your freelance business.
4—The Client-Focused Upsell
Unless you provide static products to your freelance clients, every one of them will require different services, deadlines, and types of work you need to complete. But, before you finalize the contract, you can take a step back to ask yourself: What else do I think my client really needs but isn’t asking for?
Look at the clients you’re currently serving. For each client, list two to three additional services you could pitch, then go for it. At least one of them will say yes, and it will build your confidence with upsells tremendously.
5—The Subscription Upsell
If you think your client might need ongoing writing or editing services, take advantage of that by designing custom subscription packages that offer them a huge benefit by committing to a six-month or one-year contract. You can either give them a discount for committing long term, or you could add additional services to the package that increases the value of the subscription.
This upsell could push your contract into the five-figure range, so it’s an important one to consider if you’re serious about making a six-figure income with your freelance business.
Throughout my career, I’ve increased my earnings tremendously through each of these upsells, and many of them have resulted in five-figure contracts. The first high-dollar contract I signed launched my full-time freelance career, and I continue to use these upselling techniques to great success.
When you think beyond the foundational services you offer—and learn to master the art of the upsell—those five-figure contracts will come much easier. It only takes a little confidence in your skill and the courage to grow your freelancing business in your pursuit to make a full-time income with your writing.
Bio:
Tina Morlock is a published poet, nonfiction author, and novelist. She works full-time as a freelance book editor, ghostwriter, and coach for freelance book editors in pursuit of her passion to help creative entrepreneurs live their purpose. She lives in Oklahoma City, Oklahoma, with her family. Her website can be found at www.freelancebookediting.com.
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