The Art of the Upsell

IN WIDE-FORMAT PRINT, most conversations revolve around square footage, deadlines, and cost. But smart owners and sales leaders know this: the fastest path to higher revenue isn’t just more orders, it’s better orders.

That’s where strategic upselling comes in.

We’re not talking about bloated quotes or pushy pitches. We’re talking about simple, thoughtful suggestions that improve your customer’s results and your bottom line. Here’s how to make upselling a repeatable, valuable part of your process, without feeling salesy.

1. Think Like a Consultant, Not a Vendor

Start every order with curiosity. Ask:

• What’s the goal of this project?
• Where and how will it be displayed?
• Is this part of a larger campaign or event?

Understanding intent helps you spot easy wins: If they’re printing a banner, do they also need directional signage? If they want window graphics, could floor decals or counter mats complete the look?
Most customers don’t know what’s possible. Your job is to show them.

2. Bundle by Environment, Not Product

Offer print ecosystems, not one-offs. Think:

• Wall graphics + floor decals + counter displays
• Window clings + A-frames + table throws
• Retractable banners + reusable hardware + replacement inserts

When customers visualize their space holistically, they’re more likely to buy add-ons that make the full experience better.

3. Upgrade Materials and Finishes

Standard is safe but often forgettable. Show clients what “better” looks like:

• Anti-graffiti laminate for outdoor signs
• Fabric instead of vinyl for a more elevated look
• Textured wall films that boost perceived value

Even the smallest upgrades can yield significant margin gains.

4. Sell Installation, Speed & Convenience

Want to instantly boost margins? Offer:

• Installation services for wall graphics, vehicle wraps, or trade show booths
• Rush production or VIP delivery for a premium
• After-hours setup for events or retail rollouts

You’re not just selling print, you’re selling peace of mind.

5. Make Upselling Part of the Process

Don’t leave it to chance. Bake upselling into:

• Your quoting software (include add-on options)
• Sales team scripts or intake forms
• Product pages (show upgrade visuals)
• Approval workflows (offer bundles with proofs)

And don’t forget post-sale: schedule reminders for seasonal refreshes, upcoming events, or reorders.

Final Word: Upselling = Helping

Done right, upselling isn’t about squeezing extra dollars, it’s about delivering better results. Make the customer’s life easier and their campaign more successful, and they’ll thank you (and come back).
So next time you quote a job, ask yourself: What else would help them win? That’s your upsell.