Creating An Upsell Offer vs. a Downsell Offer - On-Air Coaching with Melissa Spaulding

Therapists often spend their time focusing on finding ways to help their clients, yet they are also running a business, and sales are an important part of that business.

Today's episode features an on-air coaching call with one of our amazing Sales Maven Society members, Melissa Spaulding, a licensed clinical mental health counselor and EMDRIA consultant. In this call, Nikki and Melissa dive into the pros and cons of an upsell offer versus a downsell offer.

Melissa's higher-end clients have weekly sessions. She also has clients who attend less frequently but whom she feels could benefit from more support. Melissa's concern is what type of offer to create and which group she should focus it on.

Nikki dives into the importance of creating both types of offers and shares which group to focus on first. They discuss the importance of getting feedback through surveys and other methods, which often lead to surprising results. Nikki shares real-life examples of client feedback that actually changed her messaging and marketing.

They cover tactics like giving clients a menu and offering incentives. Melissa explores methods that she's thinking about trying, and Nikki gives her expert feedback and tips on how to proceed.

If you're ready to improve sales by giving clients exactly what they want, this episode is for you! Listen in to learn how a simple change in messaging can be all that's needed to spark interest and create impact!

Melissa is the owner of Guided Wellness Counseling, a practice sought after by ambitious women ready to heal from anxiety, depression, and trauma. Her practice specializes in curated one-on-one therapy as well as EMDR trauma therapy intensives.

Nikki invites you to join the Sales Maven Society. Take advantage of this opportunity for you and Nikki to work together. Bring your questions, concerns, and sales situations; she provides answers and guidance to boost your confidence. Join the Sales Maven Society here, click Join Today, and then checkout and use coupon code 47trial to get your first month for $47.00!

 

In This Episode:

[01:12] - Melissa shares a little bit about herself and her business.

[02:02] - The mission at Guided Wellness is based on understanding that secrets make us sick and shame is passed from generation to generation.

[03:23] - Melissa and her clinicians are licensed in the state of Utah, so they work with women in Utah.

[04:13] - A woman should seek support as soon as she realizes that an issue is affecting her quality of life.

[05:30] - Feeling seen and heard by your therapist are the biggest predictors of the outcome of your therapy.

[07:13] - Melissa also offers courses for other counselors. She is a consultant for EMDR which helps release trauma stored in the nervous system.

[08:12] - Melissa's practice is a patient pay or cash pay practice. She gets clients but many of them don't attend weekly sessions.

[09:48] - She wants advice about what type of offer she should create for people who can't attend weekly and for those who do attend weekly.

[10:41] - Nikki's advice is creating offers for both scenarios but focusing on the high ticket offer first. 

[11:16] - She could also do a survey or create an offer, see if there's interest, and then create the back end. Nikki also suggests asking the audience what type of high ticket program they think would be useful.

[12:14] - Nikki shares the technique of giving a menu to assist audience members in giving feedback.

[13:11] - Nikki also suggests testing some of the high-end clients to find additional ways to serve them.

[14:46] - Showing clients the value that you create for them will encourage more people to sign up for the weekly sessions.

[18:18] - Therapy is similar to going to the gym. If you only attend once a month you're not going to see progress.

[19:38] - Giving clients an opportunity to be exposed to the benefits could result in a higher sell through rate.

[21:02] - Melissa talks about doing a survey through her email list. She's also considering asking clients their opinions or to complete a worksheet when they're in session.

[22:02] - Nikki also suggests offering an incentive to get client feedback.

[23:03] - Nikki offered an incentive of $500 Amazon gift cards and received valuable and surprising feedback about her offers and her menu. She changed her messaging and her marketing based on this feedback.

[24:54] - When doing a survey do everything possible to get the best results including offering a menu.

[26:05] - Melissa's thinking about offering a self-esteem workbook to anyone who completes the survey and making all responses anonymous.

[26:34] - People sometimes become more invested when you ask for feedback.

[29:14] - Nikki talks about having integrity in messaging and not making people feel like you're just trying to sell to them.

[31:23] - Melissa has learned in messaging potential clients to share what they will receive, not what she will teach.

 

For more actionable sales tips, download the FREE Closing The Sale Ebook.

 

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