Offering a tier above to your best customers

To grow revenue, we instinctively think "more customers". But the fastest lever is often elsewhere: offering more to customers who are already happy.

Who your best customers are

Three criteria:

• they pay without haggling;
• they're already getting results thanks to you;
• they sometimes ask for more than your offer includes.

That third sign is the most valuable: they tell you themselves what the upper tier could include.

Building the tier above

An upper tier isn't "the same thing with more hours". It's more outcome, faster, or with less effort for the customer:

• more frequent check-ins;
• part of the work done for them;
• priority access or a guaranteed turnaround.

Price it clearly higher: 30 to 50% above the current tier, so the difference in value is obvious.

Example message

Hi Léa, you're one of the customers I'm making the fastest progress with.

I'm opening a tier with a weekly check-in and your messages written for you.

I'm offering it to you first before announcing it. Want me to walk you through it?

What to avoid

• Offering it to a customer who has no results yet: it sounds like a forced sale.
• Removing something from the current tier to push people up.
• Insisting after a no.

The number to track

The number of customers who moved to the upper tier, and your average revenue per customer. A single yes out of three offers can raise your monthly revenue more than one new customer.