How much more of an advantage would it be if you offered a long-term deal? Business owners NEED that income each month to level operating expenses and it's a hardcore unnecessary hustle to keep trying to do one-offs. You are killing yourself in sales, annoying your client base and wasting time when you could be doing other things like finding clients.
You have to be able to get up and get out and meet your client and potential clients where they are. I would suggest going to their offices or taking them out to lunch. The worst thing that you could do is meet them at an event and try to have a conversation about business support there. They are already being bombarded by everyone else that is not a good idea you need one-on-one.
Think “upsell” as in long-term sales instead of short-term sales because short-term sales mean short-term success. If a client tells you they don't have any budget what that means usually is (translated) is they don't see the value and once you repeatedly call them for another one off, you will start to look desperate and pitiful. You MUST value your business and what you have to offer if you expect others to do the same.
Keep in mind, if a client is successful they always have the budget but they don't always see the value. if you constantly get “Sorry, we're out of a budget” that means that several customers don't see the value and that's bad news, they are watching each other and seeing which ones support you. Having a multitude of clients is ALWAYS best. It's better for THEM to be left out and need YOU than for YOU to be left out and need them. When they need you, you, the ball is in your court.
Perhaps, if you are not having success in selling your product, it's time to reevaluate your business. I call it “Cleaning up the house” make sure that you're up to date or even ahead of the field you are in and what you're delivering and try your BEST to over-deliver.
Be careful of discounts, people are addicted to them and once you offer them you'll never stop. I call that “feeding the stray cat.” Believe in yourself and what you do because you wear the confidence of your business like a shirt. Potential clients can see it and feel it.
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Successful small business should always have clients coming and wanting to buy what you sell. My best in business
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