Have you ever started working on a design project for a client, only to realize that they need a lot of design work done in more than one area of their business?
For example: I was hired to design a web site for a local entertainment center and realized that they also needed a whole new branded look including business cards, flyers, and (of course) the web site that they hired me to do. I realized in that moment, that I needed to upsell this design project.
So when was the right time to pitch the idea of doing extra work for them? (I’d love to hear what you have to say.)
As for me, there are two options:
Pitch extra services at the beginning of the relationship
There are a few advantages to this option. First, if you pitch to work on these from the beginning, you can do more work with less effort, many times. For example, you can create the background for a web site and use the same background for a business card. When deciding on typography you keep in mind that it needs to read well in print and on the web.
You’re also guaranteed the extra work from the get go which gives the client less opportunity to change their mind or drop you altogether.
On the negative side, many clients are hesitant to offer you complete control over their branding and design work when they don’t know you very well. If you design a killer website for them, however, they will be more willing to trust you with further design.
Pitch extra services at the end of the project
I personally like to pitch extra services at the end of a successful project. Right at the moment when they are most pleased with your work (usually when the site goes live or the business cards get printed), pop the question. Request to help them with more projects.
The best part about this strategy is you’re using their emotions to help them make a decision. Work hard, be pleasant and get along with your client during the design process of the initial project, and you will find they are more willing to hire you for more work.
The down side of this option deals mostly with finances. If they run out of money on the first project, they won’t be hiring you for more.
When you do you pitch extra services to your clients?
Is there a prime moment when you try to pitch extra work to your design clients? What moment works best for you? Share with us by leaving a comment on this post.