Many Australian SMEs struggle with upselling. It’s easy to come across as pushy, which can damage customer relationships. The key is to create genuine urgency – a feeling that acting now delivers a clear benefit – without resorting to high-pressure tactics. We’ve seen businesses significantly boost revenue by focusing on value-driven urgency.

The biggest mistake we observe is framing urgency around *your* needs (“We need to hit our sales targets!”). Instead, centre it on the customer’s potential gains. Think about what they might miss out on by delaying. Here are a few practical approaches:

• Limited-Time Bonuses: This is a classic for a reason. Offer something extra – a premium resource, extended warranty, or complimentary service – that’s only available if they upgrade or add-on within a specific timeframe. For example, “Upgrade to the Pro package this week and receive a free one-on-one strategy session.”
• Scarcity of Availability: If your upsell involves a limited resource (like coaching slots, workshop places, or a specific product variant), clearly communicate that. “We only have three spaces left in our advanced training program” is far more effective than simply saying “Limited spaces.”
• Price Increases: Transparently communicating upcoming price adjustments can motivate action. “Our pricing will be updated in the new year, so locking in your current rate now represents significant savings.” Avoid artificial price hikes; authenticity is crucial.
• Bundled Value & Sunset Clauses: Create a compelling bundle that’s only available for a short period. Once the promotion ends, the bundle disappears. This encourages customers to take advantage of the combined value while it lasts.

Remember, urgency isn’t about tricking people. It’s about highlighting the benefits of acting promptly. We recommend A/B testing different urgency tactics to see what resonates best with your audience. Track your conversion rates and customer feedback closely.

To start, identify one popular product or service and brainstorm a limited-time bonus you could offer to encourage an upsell. Then, clearly communicate that bonus and its expiry date to your customers. This simple step can unlock a significant revenue opportunity.