New ways to upsell agency services that add value

1. Build upsells into your delivery process

The best upsells don’t come from a pitch. They come from your process.

Think about it: your team is already deep in the weeds of a client’s business. You’re in a meeting, you’re seeing roadblocks, you’re catching missed opportunities in real time.

So why not design those upsell moments into the way you deliver?

For example, during a project debrief, add a line like: “Here’s what we’d recommend if you want to keep the momentum going.” Or build it into your mid-project check-ins: “We’re noticing a gap in X. If it’s helpful, we can map out what expanding into that might look like.”

It’s subtle, strategic, and aligned with how you already work. You’re not coming in cold: you’re offering more value based on everything you’ve learned. And when it’s baked into your process, it doesn’t feel like selling — it feels like leadership.

2. Build a client growth roadmap

Roadmaps are great. But you know what makes them actually work? Coming back to them.

Start every client relationship with a clear plan—not just for what you’re doing right now, but for where you see things going in 6, 12, even 18 months. That could look like:

• Phase 1: Brand identity and visual refresh

• Phase 2: Website redesign and mobile optimization

• Phase 3: Content and social strategy

• Phase 4: Ongoing campaign management and reporting

But don’t let the roadmap collect dust. Make it something you revisit regularly, like during quarterly check-ins or project wrap-ups.

You can even create a simple “growth menu” of future services. Show it early so your clients already have a sense of what long-term support looks like with your team.

And yes, this is where a CRM like Copper comes in handy. You can track each client’s roadmap with pipelines, set reminders for check-ins, and keep everyone aligned on what stage they’re in — all without anything slipping through the cracks.

3. Stack your services to scale with your clients

Here’s a better way to think about upselling: your agency services should grow with your clients.

Instead of offering a bunch of one-off deliverables, design your services to stack. Not just so you can sell more, but so your clients never hit a dead end with you.

Let’s say someone comes in for a brand voice guide. Cool. But what happens after that? Do they go looking for another copywriter for web content? A strategist for their launch? A social media manager to keep the tone consistent?

Or do you already have a next step mapped out for them?

This is where the value ladder comes in. Instead of offering services that stand alone, think about how each one can lead naturally into the next. Think: brand strategy → messaging and design → web build → content engine → ongoing optimization.

To make this even smoother, turn those steps into modular service packages. That way, your team can easily plug in what’s needed based on where the client is in their journey. It’s easier to pitch, easier to deliver, and easier to grow with.

4. Use results past wins to open the next door

The best time to upsell agency services? Right after a win. Did you: Boost email open rates by 40%? Double their Instagram engagement? Get them on the first page of Google?

Celebrate that win and then suggest what’s next.

Maybe something like, “Your email campaign crushed it last month. Want to build out an evergreen welcome sequence to keep that momentum going?”

You’re not pitching in a vacuum. You’re using proof to show that when they say yes to your services, good things happen. That creates confidence — and confidence is what closes upsells.

5. Keep your eyes (and CRM) peeled for upsell signals

Your CRM isn’t just a place to store contact info and check off to-dos. It’s basically your sixth sense when it comes to spotting upsell opportunities.

Here’s what usually happens: a client casually asks for “just a little help” outside of scope. Or they mention they’re launching a new product. Or maybe they start emailing you more frequently, looking a little stressed, a lot overwhelmed, and very much in need of someone to swoop in and take something off their plate.

These aren’t just updates: they’re flashing neon signs that they’re ready (and likely desperate) for more support. And the best way to catch those signs before they drift into the abyss? Track them. Religiously.

With Copper, you can create custom fields, apply tags like “Potential Upsell,” and even build pipeline stages dedicated to growth opportunities. You’ll know exactly when a client’s needs shift, and you’ll be ready to suggest your next-level services before they even realize what they need.

6. Let your team lead the upsell of your agency services

Here’s something a lot of agencies overlook: upselling doesn’t always have to come from you.

Sure, founders and account leads are usually the ones driving strategy conversations, but your team is in the work. They’re the ones catching the gaps, seeing what’s missing, and spotting the “hey, this could be bigger” moments in real time.

So why not let them be part of the upsell?

If your designer notices the client’s packaging doesn’t match the new brand system, flag it. If your writer realizes those three blog posts could easily become a full content funnel, say something. These little nudges, when they come from the people actually doing the work, feel less like a sales pitch and more like, “We’ve got your back.”

You can even make this part of your internal process: create a quick cheat sheet or “what to look for” list for your team, so they know how to raise opportunities during check-ins or wrap-ups.

It’s a win all around. Your clients get thoughtful suggestions that make sense. Your team feels empowered. And you unlock new revenue without having to constantly be in pitch mode.

7. Educate clients first with your content

Sometimes clients don’t say yes right away, not because they’re not interested, but because they simply don’t know what they’re missing. That’s where your content game comes in.

The smartest agencies don’t wait until they’re on a call to plant the seed. They use LinkedIn posts, blog posts, emails, case studies, frequent newsletters, and casual convos to drop little nuggets of wisdom that make the client think, “Wait… should we be doing that too?”

Share a story about a client who started with one service and totally transformed once they expanded the scope. Talk openly about where brands get stuck when they don’t invest in strategy refreshes or consistent content. Point out subtle gaps you’re seeing in a client’s setup — not in a judgy way, but in a “hey, here’s what we could optimize next” kind of tone.

And on top of all the content you’re creating and sharing, engaging with your clients’ posts on LinkedIn is just as important.

While tossing in a reaction is one way to do that, you can optimize this even further by sharing your thoughts and leaving a comment. It’s a great way to not only build community but to also remind your clients that you’re here, you’re listening, and (most importantly) that you care.

Even if the timing’s not right now, those seeds stick. And when the moment comes (like when the pain point flares up or the budget unlocks), you’ll be the first person they think of to take it further.

Upselling agency services is really just about giving your clients a friendly nudge at the right time. So don’t be shy about showing them everything you bring to the table, even early on.

8. Start small to grow big

Not every upsell has to be a six-month retainer or a huge new contract. Sometimes, the easiest way to get clients on board is to let them try a small slice of what you do.

Think of it like a test drive.

Have your teams offer a one-day strategy sprint to help them get unstuck — or a quick content audit with three clear action items. Maybe it’s a mini design package to refresh their top-performing landing page — or even a short welcome email sequence to show off their new brand voice.

These “bite-sized” offers are perfect for clients who are interested but hesitant. They lower the barrier, show off your team’s skills, and spark that “Whoa, we need more of this” feeling.

Want to make it repeatable? Create a small menu of these test-drive projects, ones your team can deliver quickly and that naturally lead into your bigger services. Then track them in Copper using a separate pipeline or tag them as “pilot projects,” so nothing slips through the cracks.

It’s a low-lift win for them — and a smart growth move for you.

9. Schedule a quarterly “what’s next?” check-in

When’s the last time you had a meeting with a client just to talk about their dreams, goals, and what they want to crush next quarter? Not about tasks, timelines, or deliverables — but about big-picture growth.

These check-ins are gold. Seriously.

Build them into every client relationship like a standing coffee date, and use the time to ask questions that open the door to what’s possible. What’s going great? What feels stuck? What’s coming up that they haven’t even planned for yet? You’re not just listening — you’re scouting opportunities to bring more value to the table.

Let’s say they mention a new product launch coming up. You casually suggest a campaign roadmap. Or maybe they’re starting to feel overwhelmed with content, so you float the idea of a retainer that keeps their channels buzzing without the burnout.

You’re not selling them something they don’t need. You’re helping them get where they want to go. The key is to make it feel like a collaboration, not a pitch.

10. If you’re already using your CRM, make it work for you

You’re already using a CRM (like Copper) to manage your clients, track deals, and stay on top of your pipeline. So why not let it help you upsell, too?

Instead of having your team rely on mental notes or a dusty old spreadsheet to remind you when to follow up, automate it. Set up post-project check-in reminders (say, 30, 60, or 90 days out) to naturally re-engage and introduce what’s next.

Use pipeline email automations (that get sent as your deals move through stages) that highlight your next-level services — right when the client’s most likely to need them.

It’s not about blasting promos, it’s about well-timed nudges that feel thoughtful and relevant.

And while you’re at it, bake your best upsell options into your proposal templates. That way, even when your schedule’s packed or your brain’s half running on coffee, you’re still planting the seed for more work — without even thinking about it.

Automation isn’t about removing the human touch. It’s about making sure the opportunities don’t slip through the cracks.

Let your upsells feel like progress, not pressure

You’re not here to nickel-and-dime your clients, you’re here to help them grow. And that means showing up with ideas, spotting gaps, and offering next steps that make sense. Not as a maybe. As part of the plan.

When your services are designed to scale with your clients, upselling isn’t something you tack on — it’s just how you deliver long-term value.

And with Copper, it’s easy to keep that momentum going. Track every opportunity, stay in sync across teams, and automate the follow-ups that turn great work into even bigger wins. No chaos. No dropped balls. Just a clearer path to more revenue and stronger client partnerships.

Start your free 14-day trial of Copper and see how much easier upselling can be when everything is connected.