In a nutshell, the ideal upsell customers are the ones who are most engaged with your products and services. The whole concept of upselling is based on growing relationships with existing customers, meaning that upselling inherently involves regularly following up with clients to asses their current status and needs. That can involve a variety of methods, such as:
Ask open-ended questions and listen to customers.
When they talk about their needs.
Consider whether a product or service exists on the market already.
If so, how can you improve upon it? If not, would it be possible to develop one?
Investigate whether there are ways to improve upon your own existing product.
If you already offer a satisfactory version, can you also provide an extraordinary version?
Analyse your revenue sources.
Seeing where your company earns the most can help to identify your clients’ needs and how to best upsell strategically.
Determine what your market segment can actually use and afford.
For example, if you are selling a software package to college students, you may not spot many opportunities to upsell them the business suite. On the other hand, you could potentially offer a student discount on a more comprehensive package.
Look at customer data across departments.
Customers have different contacts within a company depending on what they need. All of those contacts will have information about them.
Learn more about your customers through information available online.
Such as customer reviews, interactions over social media, page views, shares, etc.
Upselling should happen almost organically as a means of solving a problem or filling a need. Staying informed about what customers need from a variety of angles is the most effective way of identifying upselling opportunities.