Why selling multiple products makes sense
Relying on a single product for all your income is risky. If the company changes their commission structure, discontinues the product, or loses market share, your income takes a direct hit.
Selling multiple products spreads that risk and gives you more ways to help your customers. A prospect who is not a fit for one product might be perfect for another.
Choosing the right product mix
Not every combination works. The best portfolios are built around products that:
- Serve the same audience. If you sell to restaurants, carry products that all serve the hospitality industry.
- Do not compete with each other. Selling two competing CRM systems creates conflicts and erodes trust.
- Have complementary value. Products that work together give you reasons to go back to the same customer with additional offers.
Staying organised
The biggest challenge with multiple products is keeping track of everything. You need to know each product's features, pricing, commission structure, and onboarding process.
Zepys helps with this by giving you a single dashboard to manage all your products, track your pipeline, and see your commissions in one place. Without a system like this, managing more than two or three products becomes chaotic quickly.
How to present multiple products without confusing prospects
Never walk into a meeting and lay out your entire catalogue. Instead:
- Lead with the product that solves their most pressing problem.
- Mention complementary products only after the first conversation has gone well.
- Position yourself as an advisor who curates solutions, not a salesperson pushing everything you carry.
Managing your time
With multiple products, time management becomes critical. A simple approach:
- Dedicate specific days or blocks to each product or product category.
- Prioritise the products with the highest commission rates or the best product market fit.
- Review your portfolio quarterly. Drop products that are not performing and add new ones that show promise.
The income advantage
Agents who sell multiple products typically earn more than those who sell only one. They close more deals because they have more solutions to offer, and they build deeper relationships with customers by being a one stop shop for their needs.