Actually, you can do this with existing clients, too. Anyone who is about to hire you or authorize you to do some work. Before you hand them the retainer or ask for the go ahead, ask them one more thing:
“Do you want fries with that?”
That simple question sells more fast food and it can sell more legal services.
It’s called an upsell, and it’s an effective way to get clients to hire you to do more than they originally contemplated.
It’s good for them, because they get something else they need but might have postponed. It’s good for you because you get paid more, but also because it’s one less thing to ask them about later.
It works because the client is in “buying mode”. They’ve already decided to hire you for something and thus are more likely to hire you for something else.
Instead of asking if they “also” want your additional service or add-on (your fries) you can ask if they want to upgrade their entire “purchase.” If you offer a basic service and a deluxe version, explain why they should consider the upgrade—the additional protection they get, the convenience of not coming back for more later, and, if (if you want), that they will save money by buying the package instead of getting all of your services separately.
You could instead position the extra services or addons as a free bonus for electing your deluxe package.
Another option for you is to “cross-sell” instead of “upsell”. Bundle your other unrelated services, or the services of another lawyer in your firm, and give the client reasons to get everything at the same time.
Upsells and cross-sells are simple ways to get clients to pay you more (and be happy about it).
