Meet Simon. He’s a web developer. He does great work and already has some regular clients but he needs to make more money from his business.
Unfortunately, Simon is pretty shy. He doesn’t like approaching people to drum up new business, so he’s relying on existing clients.
Don’t reach for the tissues just yet, though! We’re going to make Simon a metric butt-tonne of money from these clients by exploring extra services that he can offer.
At each step along the way, we will explain what set packages Simon can sell right now to his existing client base, as well as put a price on each package. For the purposes of this article, we are assuming that Simon is going to charge $100 an hour for his services.
Let’s start with social media. Since Simon uses social media to communicate with his friends, learn about his industry and promote his business, he already has loads of knowledge and experience he can share.
Some of his clients only want to dip their toes in to the social media pool, while others want Simon to help them set up a comprehensive online presence for their businesses. Simon wants to offer a range of options, so he’ll start with three different packages.
1. Set up a Facebook business page
2. Set up a Twitter account
3. Set up a YouTube channel
Everything in the Social Media Soup package, plus:
1. Set up Google+ business page
2. Set up a Pinterest account
3. Set up a LinkedIn group
4. Set up a Yelp business account
Everything from Social Media Soup and Social Media With The Works, plus:
1. Set up a Tumblr blog
2. Set up a Facebook group
3. Set up an Instagram account
4. Set up a Google places listing
5. Set up a Facebook places listing
Some of Simon’s clients have already got their social media profiles set up but they still need help. Simon can use his knowledge and experience to improve their results and help them understand how to get the most out of social media.
He decides to put together some monthly subscription packages to get himself some regularly recurring revenue.
1. Measure and report social media stats
2. Provide ongoing advice for managing social media
3. Seed existing content via social media channels
4. Add existing blog posts to Pinterest
5. Add product images to Pinterest
1. Grow Twitter community
2. Grow Facebook community
3. Grow Google+ community
Would you look at that – we just helped Simon make over $14,000! Let’s give content marketing a go and see if we can lift that figure.
Simon is pretty excited about the potential benefits of content marketing. He’s been getting some great results for his own business and wants to share his experience with his clients.
Again, he’s going to offer tiered, monthly packages for his clients to choose from.
1. Content marketing topic and idea generation
2. Source regular writers for content creation
All of the Content Entree package, plus:
1. Source guest posting opportunities
2. Source content to share
3. Source industry thought leaders
4. Re-purpose existing blog/website content
Some of Simon’s clients want him to help them create the content from scratch. This is a lot of work, so Simon is going to put all of these services into a bumper package.
Everything in Content Entree and Content Over Coffee, plus:
1. Create blog content
2. Create video content
3. Develop slide decks
4. Develop infographics
5. Create whitepapers
6. Create eBooks
With all of this content marketing, Simon’s extra income is really climbing! He still has some services to offer, so we’ll move on to web development.
A lot of Simon’s clients hire him for straight forward web development projects. Simon knows lots of ways to improve these simple websites, so he is going to offer them as extra services.
1. Set up and provide ongoing advice on Google Analytics
2. Maintain plus ongoing review of website security, including security patches and upgrades
3. Website updates or maintenance of the existing site
All of The Web, Reheated, plus:
1. Search Engine Optimization (SEO) services
With these extra service, Simon’s additional income is still growing!
Next, he’s going to help his clients with marketing.
Some of Simon’s clients struggle with marketing because they don’t know where to start. Simon can help them out with his design skills and the experience of marketing his own business.
1. Develop an email marketing template
2. Set up email marketing software
All of Meat & Veg, plus:
1. Design print marketing materials
2. Design a business logo
By adding marketing services, Simon has added even more revenue!
Simon was able to sell one of the biggest packages from each section.
So altogether he billed an extra $68,200 from existing clients only.
He didn’t have to sweat his way through cold-calling new clients or nerve-wracking business meetings. Simon has genuinely helped his existing clients by offering services they need, and in the process he made a huge increase to his business revenue.
Simon has realized that by being proactive and focusing on clients he is already working with, he can increase his income. Now he’ll stop waiting for the phone to ring and spend more time making money!
Congratulations, Simon!
We believe that everyone should have the opportunity to go their own way. To choose their own path. That's why we give you the freedom to re-brand Attendly as your own and set your own booking fee.
Belle Beth Cooper
Belle has spent the past four years as a freelance writer and social media consultant. She has written for The Next Web, Desktop Magazine and Social Media Examiner. Belle now spends her days wielding a pencil as Attendly's Head of Content.
