It's so important to absolutely maximise every opportunity you have to do more with a client, and you can do this at various stages of the sales process and various stages of the process working for the client.

One of those stages is the proposal: when you've summarised your discussions after you've taken a really good enquiry, you've taken great details, and you are summarising back to the client what you are able to do. Instead of just going back, reiterating their needs, which of course you need to do, and giving them exactly what they want, let them know what else you can do too.

Offer three options, that magic number of three.