How to upsell your animation services -

Want to increase the profit of your animation studio? Here’s how to upsell your animation services.

What is upselling?

‘Upselling’ means persuading your client to buy a pricier product than originally intended. So, what does it look like to upsell your animation services? Imagine convincing a client to purchase a more costly animation, instead of a cheaper option. The key to upselling is persuasion, whilst maintaining a strong client relationship. Approach upselling with tact, and never compromise your professionalism for a quick cash-grab.

1. Offer multiple options

As an animator, it’s important not to undersell yourself. However, upselling your animation services is impossible without accessible starting prices. If your services are flexible, a client will be more likely to agree to a more expensive animation. When discussing budget with your client, offer a range of prices. This ensures your service can be tailored to your client’s vision. Don't offer only two differently-priced services with no explanation or leeway. This gives the impression that you're profit-focused, rather than invested in your client. Establish a solid skillset, and develop a wide range of animation services.

Offering multiple options to upsell your animation services

2. Build client trust

How to find clients as a freelance animator

To upsell your animation services, your client needs to trust you. Beginning a pitch with reasons why a client should go for your premium service is off-putting. Instead, show your commitment to delivering your client’s vision. Keep your services relevant to balance client satisfaction with upselling your animation. Say your client is specifically looking for a 2D animation. They probably won’t upsell to a more expensive 3D production. Instead, suggest adding an extra minute to the production. Explain how you could use the time to better develop the animation. If you upsell your animation services, but the client is dissatisfied, they won’t return. Focus on the client first, and the profit will follow.

3. Focus on results

Another sure-fire way to build client trust is to prove your worth using results. Rather than focusing on the short-term result of an animation, illustrate long-term benefits. To do this, you’ll need to have built strong business relationships with past clients. Keeping in touch with old clients gives you the opportunity to ask for feedback. This feedback can then be used to upsell current clients. For example, imagine if your previous client saw a surge in sales as a result of an animation you produced. This data makes you seem reliable when upselling your animation services to a new client.

As mentioned before, keep previous results relevant to your client. Imagine if your client wants to produce a business explainer. The results of advertisements you've produced won’t be relevant. Bringing up examples of previous work can make you sound as though you’re pushing to upsell. A good alternative is to include previous, higher priced examples on your website. You can also include examples in any quotes you produce for your client.

email marketing visual to help secure higher-paying clients

4. Be clear on cost

Don't upsell your animation services to your client without explaining the increased price. You may damage your business relationship. Instead, be transparent about prices. Letting your clients know the reason for your rates makes them more likely to accept a higher price. An effective way to do this is to compare previous work. Explain to your client exactly why the production is worth the price. Is the animation 3D rather than 2D? Does it feature more complicated character design? Most importantly, were previous clients satisfied with the animation they got? If you're unsure on how much to charge, check out our post on how much an animator makes.

Most clients don’t have an industry understanding of the animation process. Talk them through production and reassure them that you’ve got the project under control.

Don't upsell your animation services to your client without explaining the increased price. You may damage your business relationship. Instead, be transparent about prices. Letting your clients know the reason for your rates makes them more likely to accept a higher price. An effective way to do this is to compare previous work. Explain to your client exactly why the production is worth the price. Is the animation 3D rather than 2D? Does it feature more complicated character design? Most importantly, were previous clients satisfied with the animation they got? If you're unsure on how much to charge, check out our post on how much an animator makes.

Most clients don’t have an industry understanding of the animation process. Talk them through production and reassure them that you’ve got the project under control.

5. Make sure that upselling your animation services is the right call

The sad reality is that not every client needs to be upsold. Upselling your animation services is not standard practice for every client. Rather, it’s an opportunity for you to pursue when necessary. Only upsell a client if you believe it would benefit production, not to turn a profit. Attempting to upsell a client who doesn’t need it can cause long-term damage to a client relationship. Returning clients are a better investment for your studio than an upsell profit. Prioritise trust, and your clients will be more flexible on price as a result. For more information on building your client base, check out our posts on choosing clients and securing higher paying clients.

Summary: How to upsell your animation services

Knowing how to upsell your animation services is a valuable tool. It provides your animation studio with more growth and creates larger projects. However, it is a tool to be used with caution. Upselling your animation services shouldn't come at the expense of your client relationships. Approach carefully, and you’ll see your business start to take off.