Let’s talk about one of the simplest, fastest ways to boost your profit without raising your prices, chasing more customers, or burning out trying to sell harder:
A smart, value-packed upsell.
No sleazy tactics. No “but wait, there’s more!” infomercial energy. Just one useful thing your best customers will genuinely want offered at the right moment.
Let’s break it down.
What upselling really means
Most people hear “upsell” and immediately think of someone trying to push a premium version, extra warranty, or unnecessary bundle. And sure, those exist. But that’s not what we’re doing here.
A strategic upsell is not about squeezing more money from your customers. It’s about deepening the value you provide to people who already trust you.
Think of it like this: If someone’s already buying from you, they’ve raised their hand and said, “I like what you’re doing.” Offering them something that enhances that experience isn’t annoying; it’s helpful. It’s a service.
The key is to keep it:
- Relevant (it complements what they already bought)
- Valuable (it genuinely improves their outcome)
- Effortless (it feels like a natural “yes”)
A real-world example
Let’s say you sell a course on how to launch a podcast.
Instead of just offering the course and walking away, what if you included an option to add on a professionally designed podcast cover or a 30-minute launch strategy session?
These are low-lift for you (especially if you systemize or outsource them), but high-impact for your buyer. It helps them get results faster, with less friction. Win-win.
The best upsells feel like this:
“Oh wow, that’s exactly what I was going to need next anyway.”
The profit behind the psychology
Here’s why this matters: Your existing customers are your most profitable customers.
You don’t need to spend on advertising to get them. You don’t need to earn their trust from scratch. They already know you, like you, and see the value you provide.
A well-timed, well-designed upsell:
- Increases your average transaction value
- Deepens customer loyalty
- Makes your business more efficient (serving more revenue with fewer customers)
And here’s the bonus: It can be done with zero pressure. It’s an invitation, not a pitch.
How to create a “Yes, please” upsell
Here’s what I want you to do this week:
- Look at your best-selling product or service.
What are people already loving? What’s consistently delivering results? - Ask yourself:
“If my absolute best customer bought this, what’s the next thing they’d need to succeed faster or easier?” - Create a simple offer.
Nothing massive, just something that supports the main offer. Think templates, guides, bonus calls, VIP upgrades, or pre-built tools. - Test it on your next sale.
Don’t overthink it. Mention it during the checkout process, in your confirmation email, or even in a follow-up message.
That’s it.
This one habit, repeated consistently, can make a meaningful difference in your bottom line without you having to hustle harder.
What not to do
Don’t tack on something random just to pad your offer. If it doesn’t feel like a natural fit or doesn’t improve the customer’s outcome, skip it.
This isn’t about selling more.
It’s about serving better, which just so happens to lead to greater profit.
Need backup? Here’s where to go deeper
The Pumpkin Plan – Chapter 10: On focusing on what your best clients want more of (pages 169–184)
Fix This Next – Chapter 3: Understanding the hierarchy of sales needs and how upsells can serve profitably (pages 54–89)
Profit First – Chapter 6: Profitability through strategic behavior (pages 120–126)
Get Different – Chapter 6: Standing out by offering what people actually want (pages 151–174)
Final thought – Edwards Deming said it best: “Profit in business comes from repeat customers, customers that boast about your product or service, and that bring friends with them.”
A thoughtful upsell does all three.
You serve more deeply. They get better results. And everyone wins.
Here’s to smarter offers, more profit, and less grind.
Keep going! You’ve got this!
– Mike