# The Ghostwriting Upsell Blueprint

In our latest post, we went through the 5 most lucrative services you can offer as a ghostwriter.

The truth is, once you sell one of these services to a client and they are delighted with your work, two
things can happen:

- You turn a one-off project into a monthly retainer, delivering the same service over and over again

- You get asked (or offer to help) your client with another service in your skillset (from the list we just
gave you)

We want to help you turn your first project client into ongoing, monthly work (because that’s often
easier than looking for new clients).

Here’s how we’d approach it:

### Step 1: Future Pace The Client

When you’re working with a client, it’s always good to hint at what else you could do together.

- If you’re ghostwriting X content, could you help them on LinkedIn?

- If you’re ghostwriting eBooks for your client, do they need to turn that into a course?

- If you’re ghostwriting speeches for a client, how are they scaling their message?

It’s always nice to hint to the client what else they could be doing (and how else they could use you,
their all-star ghostwriter).
And if you are continually delight the client (and show initiative) in areas like this, then they will be eager
to work with you.

### Step 2: Do An Audit Of Their Existing “Systems”

For every service you offer, it’s good to put your consultant hat on and do a deep dive into their
“system” or “process”:

- If you also do LinkedIn ghostwriting, do a complete review of their LinkedIn profile, posting cadence,
content strategy, and commenting strategy. Then find ways to improve it.

- If you also write eBooks, take a look at their high-performing social content and see if you could help
the client create an eBook to sell off the back of it.

- If you also write Educational Email Courses and the client doesn’t have a way to capture the attention
they’re generating on social media, upsell them to an EEC

It’s all about spotting “holes” and “problems” the client might not see—but ones you can spot a mile off
as an all-star ghostwriter.

### Step 3: Talk To The Client

This seems blindingly obvious, but it’s always good to ask where the client thinks they have a problem or
what other milestones they have in their business.

Ask your client if they have time to hop on a quick call. Then talk about the problems they’re having and
the goals they have in mind for the future. Then, just like you would on a sales call (and if it matches
your service), pivot to how you can help.

You then become the answer to all their problems and they will want to spend even more money with
you,
### Step 4: What Other Problems Are They Facing?

As you work on your first project with a client, look out for other problems they might be facing.

Similar to the “Systems Audit”, you can also listen to team members who work with the client and see
what problems they have. A fresh set of eyes and ears is always a good way to add value to a client, and
don’t be afraid of speaking up—people will value your input.

Alright, onto the next Step.

### Step 5: Craft Your Proposal

Once you have an idea of what your client needs, it’s time to put it into words.

Sit down and start mapping out your proposal:

- What problems are they currently facing?

- How do those problems impact something they care about (time, money, status, etc)

- How can the services you offer solve this problem for them?

Do all of this in a Notion or Google Doc and add in a Loom of yourself talking through your document.

### Step 6: Send To The Client & Keep Following Up

Now, your client might not immediately respond—but don’t give up!
Keep nudging them with your proposal and delivering value in every follow-up (like providing new ideas,
offering industry insights, and gently reminding them of the cost of not solving the problem you have
outlined). It can take months for busy founders, business owners, authors, and coaches to get around to
taking action, so keep following up!

Boom, that’s it!