I heard a quote today the reminded me of a simple tweak that anyone can make to their business to get more referrals, cross sells, and upsells.

We have the highest upsell percentage at the point when they (thus customer) see's the highest value.

-Ajit

Let me rephrase: Move your upsell/cross-sell/referral ask to the point in time when the customer feels the most value.

Every good conference I've been to sells you next years conference tickets in the middle of the current conference. An you have to buy them before the last day.

You're not most excited about the conference at the end. You are the most jazzed up and most excited about your future potential in the middle of the conference. You may not have even seen any real value yet... but you FEEL like you have.

So move your referral ask. Move your upsell ask. Move your cross sell ask.... and watch your conversion rates increase.

Move it to the point in time where your customer feels the most value.