The Mind Master's Memo

Hey there Mind Master,

Upselling isn’t about pushing more expensive products—it’s about serving your clients at a deeper level.

When done right, upselling helps your clients get better results, increases their satisfaction, and boosts your revenue without needing to find new customers.

So how do you offer more value in a way that feels natural and beneficial to both you and your clients?

Let’s break it down.

1. Shift Your Mindset: Upselling is About Helping, Not Selling

Many business owners hesitate to upsell because they fear sounding pushy.

But here’s the truth:

🔹 If your offer genuinely helps your client get better results, you’re doing them a favor by offering it.

Imagine you’re a fitness coach. A client signs up for a 3-month plan, but you know that without nutrition coaching, they won’t see the best results. Would you be “selling” if you suggested adding meal planning support?

No—because it’s in their best interest.

✅ The best upsells are aligned with the client’s goals and make it easier for them to succeed.

Action Step: Look at your current offers. What additional support or services could help your clients get better, faster, or more sustainable results?

2. Identify the Right Upsell Opportunities

Not every client needs an upsell, and not every upsell is relevant.

The key is knowing when and what to offer.

Here are three common upselling opportunities:

1️⃣ Before Purchase (Pre-Sale Upsell)

• Offer a bundle or premium version of your service.

• Example: If someone is signing up for a coaching session, offer a package deal with additional check-ins.

2️⃣ During Service (In-the-Moment Upsell)

• If you notice a client struggling with something, offer an upgrade.

• Example: If a business owner is overwhelmed with lead generation, offer done-for-you marketing templates as an add-on.

3️⃣ After Success (Post-Sale Upsell)

• Once clients experience success with you, they may want more.

• Example: If a client completes a 6-week program, offer an ongoing support membership to maintain progress.

Action Step: Identify one upsell opportunity in your business and plan how you’ll introduce it.

3. Make Your Upsell a No-Brainer

A great upsell isn’t just “more”—it’s an easy and obvious next step for the client.

Here’s how to position it effectively:

✅ Solve a Pain Point or Improve Results

• If your upsell helps eliminate obstacles, it will feel like a natural solution.

• Example: If a client buys your course on public speaking, offer personalized coaching to help them refine their delivery.

✅ Keep It Simple & Clear

• Overcomplicated upsells confuse clients. Keep it direct and benefit-driven.

• Example: “Want faster results? Add a 1:1 strategy call to customize this for you.”

✅ Create a Sense of Exclusivity

• People are more likely to buy when there’s a limited opportunity.

• Example: “Only 5 spots available for VIP coaching—secure yours before they’re gone!”

Action Step: Write out how you’d introduce your upsell in a one-sentence offer that highlights the benefit.

4. How to Introduce Upsells Without Feeling Salesy

The best upsells feel like natural recommendations, not forced pitches.

Here’s how to introduce them smoothly:

🔹 Ask Questions First – Understand what they need before offering more.
🔹 Use Social Proof – Show how others benefited from the upsell.
🔹 Be Transparent – Explain why the additional service will help.
🔹 Let Them Decide – No pressure—just present the option.

Example:

"Most of my clients who complete this program struggle with implementing it alone. That’s why I offer a VIP package with 1:1 coaching to ensure success. Would you like to hear more about it?"

This approach keeps the focus on helping the client, not just making a sale.

Action Step: Practice introducing an upsell using this framework in a low-pressure way.

5. Track What Works and Optimize Over Time

Upselling is a skill—so track what works and refine your approach.

✅ Monitor these key metrics:

• How many clients accept your upsell?

• When do they buy—before, during, or after service?

• Which wording or positioning works best?

Over time, you’ll refine your approach and create a system where upsells feel seamless, valuable, and natural.

Action Step: Start tracking your upsell conversions and tweak your approach based on what gets the best results.

Upselling is About Service, Not Just Sales

When done right, upselling isn’t a sales tactic—it’s an opportunity to serve at a higher level.

🔹 Help clients get better results.
🔹 Identify the right upsell opportunities.
🔹 Make your upsell a no-brainer.
🔹 Introduce it naturally.
🔹 Track and refine your strategy.

Upselling shouldn’t feel like a “hard sell.”

It should feel like a natural progression of working with you.

What’s one upsell you can introduce in your business this week?