Since I have been getting busier and busier I can’t go to every job anymore and can’t upsell other work to my customers as much. My workers are hard workers but bad salesmen and I can’t count on them working on getting more work.
So I have been thinking of how to get more upsell work from my customers and I started working on a piece of paper outlining our services. Just our top services windows, power washing, gutters and hopefully my first rainflow customer.
Our invoices already have our services listed but this is more of an agressive way of presenting our other services. Just curious if anyone else does this or something better even.
Maybe you could give a training session about upselling. You don’t need to be a salesman. Example: If you had a representitive come over to sell you an alarm system, and he said that you could use one of “their” smoke detectors in a certain room, you may think that he is just upselling to raise his commision, right? Now instead, if the guy installing the system recommends the same thing, you might think he is a bit more knowledgable since he works hand in hand with the equipment everyday. You might look at it differently. Maybe a bad example, but you can see where I’m getting with this.
do your employees have an incentive to up-sell?
They need a cut of the upsale, make it worth their while and they will look for more to upsale. Same way on new business.
up-selling is really quite simple. It’s all about effort and consistency. Identify a need. For example you are cleaning windows and notice that the customer’s gutters are full. All you have to do is say something to the effect of, “I couldn’t help but notice that your gutters really need cleaning, we do that too, would you like a price for that?” Normally they will agree at least to you giving them a price. Then you say, “great, I’d be happy to get you a price, we do it today if the price sounds good to you.” Don’t try to up-sell too much (some customers you can, some you can’t, you have to get a read on them) or you might overwhelm them and they will say no to it all.
When you give an estimate, give a price for all services whether they ask or not. I do house washing and 80% of the time they see the low price to get their entire house cleaned and they take it. You could also offer a lower bundle price if they use multiple services
Just normal comunication skills. We looked at home today since the woman asked for 7 windows go be cleaned. We left giving her a price on roof cleaning, pressure washing and gutter repairs. A 50 dollar job could turn in 900 and change. She was so excited since all those projects were overwhelming to her.
I agree. You just have to recognize when genuine concern turns to being a salesman. There are times when I just walk away, since the owner is skeptical.
