When a business is just getting started, paying to acquire new leads and customers is standard procedure. It’s an effective way to cut through the noise and rack up fast results—even without a million-dollar marketing budget or worldwide brand recognition.

But what happens when it’s time to take things to the next level and scale the business?

Continuing to pay for more customers is always an option, but it’s pricey. Fortunately, there’s a more cost-effective alternative: getting more out of customers you already have.

That’s where upselling comes in. By making customers additional offers (and convincing them those offers are worth the extra money), you can increase the average order value of every transaction. There’s less pressure to constantly acquire new customers when you’re getting more mileage out of the ones you already have.

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