The upsell that doesn't feel like one
You see the gap. They don't see the risk. How do you bridge it?
Clients don't buy services - they buy solutions to problems they understand. The security gap is obvious to you. To them, it's an abstract risk they haven't experienced. Pushing the sale creates resistance. Showing the problem creates demand.
The scenario:
You've identified a service a client genuinely needs, but they haven't asked for it. You want to introduce the conversation naturally.
The prompt:
You're introducing an expansion opportunity.
Context: [paste client situation and the gap you've identified]
Create an approach that:
- Frames the conversation around their risk, not your offering
- Uses questions to help them discover the gap themselves
- Provides evidence (data, examples, industry trends)
- Positions the solution as a natural next step
- Handles "we don't have budget" and "we're fine for now"
Include an email to open the conversation and discovery questions for the meeting.