Stop Leaving Money on the Table with Customers Who Already Trust You
Most small businesses spend all their time chasing new customers whilst ignoring the gold mine sitting in their existing customer list.
I know this because it cost me about £23,000 before I figured it out.
Here’s what I used to do. I’d finish a job, get paid, move on to the next one. Simple, right? Also completely stupid.
Whilst I was spending money on ads trying to find new customers, I had 47 people who’d already paid me, already trusted me, and already had my number. They went on to hire someone else for work I could’ve easily done. Average job value about £500. That’s £23,500 I handed to my competitors because I didn’t think to send a text message.
This tracker helps you systematically identify and follow up on upsell opportunities with customers you’ve already worked with. It takes 10 minutes a week to update. Last quarter alone, it helped me close £8,400 in work from people I’d already worked with.
What You Get
This is a ready-to-use upsell tracking system, not a complicated CRM.
You’ll get:
- Upsell Tracker tab – Main workspace where you list customers, opportunities, estimated values, and follow-up status. Priority score auto-calculates to tell you exactly who to contact first. Total potential value adds up at the bottom.
- Upsell Idea Bank tab – Examples of common upsell opportunities by industry (trades, services, creatives). Use this when you’re stuck on what to offer.
- How It Works tab – Quick reference guide with formulas explained and tips for getting results.
- Simple tracking layout so you know who you’ve contacted and what’s converting.
Works in Excel and Google Sheets. No macros, no complicated setup. Download it, open it, start using it.
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Why This Works (And Why Most People Don’t Upsell)
Most businesses either:
- Forget to follow up with past customers, or
- Do it in a weird pushy way that makes everyone uncomfortable
Both approaches fail.
This tracker works because it focuses on one thing that actually matters: who could I help next, and when should I contact them?
The priority score does the thinking for you:
- Score above 80? Contact them this week.
- Score 60-80? Contact within 2 weeks.
- Score below 60? Keep them on the list, contact when you have capacity.
No guessing, no “I should probably follow up with that person… what was their name again?” Just open the spreadsheet on Monday morning, see who’s at the top, send a message.
One plumber I know used this and booked a £4,200 bathroom renovation from a customer he’d done a £150 tap replacement for four months earlier. Total time invested: about 2 hours including setup. The customer literally said “we were just talking about this last weekend.”
Who This Is For
This works best if you:
- Have repeat customers or customers with multiple needs
- Finish a job and forget to follow up on the next one
- Know there’s more work available but don’t have a system to track it
- Want to sound helpful, not pushy
It works for:
- Trades (plumbers, electricians, painters, builders, landscapers)
- Service businesses (photographers, consultants, designers, accountants)
- Creative businesses (web designers, writers, videographers)
- Anyone with customers who need more than one thing
If you have existing customers, this applies to you.
What This Is Not
Just so we’re clear.
This is not:
- A full CRM system with email integration and automation
- Going to make you rich overnight
- A replacement for actually doing good work
- Complicated or sophisticated
It’s a practical tracking system for people who need something dead simple that actually gets used.
How Long Does It Take?
- Setup: 20-30 minutes to add your recent customers
- Weekly update: 10 minutes to review and contact high-priority leads
- Per customer follow-up: 5 minutes to send a message
If this helps you close even one £500 job you would’ve lost, it’s paid for itself dozens of times over.
If you’ve got 20 customers with an average upsell value of £500, that’s £10,000 sitting there. How long would it take to generate £10,000 from completely new customers?
Want to stop handing work to your competitors? Download the complete Upsell Opportunity Tracker with priority scoring, idea bank, and tracking system.
👉 Get the Upsell Opportunity Tracker
What you get: Upsell Tracker Excel file (3 tabs: main tracker, upsell idea bank, how-to guide) • Works in Excel and Google Sheets • Instant download • Lifetime access
Questions? Email peter@marketinggrowthhub.com – I actually answer, usually within 24 hours.
