Everyone talks about upselling. But let me share a counterintuitive secret that saved my business during tough times: Strategic down-selling.

When a prospect can't afford your premium offering, don't lose them - down-sell them.

Real example: A client's $5,000 kitchen remodel package wasn't selling. We created a $997 cabinet refresh option. Result?

40% took the smaller offer

30% of those upgraded later

Zero lost customers

Key principles:

Keep them in your ecosystem

Deliver massive value

Create an upgrade path

Stay in touch

Remember: A small sale today can lead to a bigger sale tomorrow.