Did you know that you have a 60-70% chance of selling to an existing customer versus a 5-20% chance of selling to a prospect?
Did you know that you have a 60-70% chance of selling to an existing customer versus a 5-20% chance of selling to a prospect? With odds like that, there’s no reason why you shouldn’t consider upselling as part of your lawn care sales strategy. Here are six tips on how to upsell your landscaping services:
First, you’ll need to make sure you’re targeting the right customer. Not everyone will be a fit for an upsell. For example, if you’re trying to sell more aeration or overseeding services, you’ll want to make sure you look for customers that want their lawn groomed to perfection. Your customers that live in upscale neighborhoods or with an HOA are a good place to start.
You took the time to list all your services on your website, so that must mean your customers know everything you offer, right? Wrong. You need to take the time to educate them and tell them about the benefits. The perfect time to upsell is when you’re on-site inspecting their property. You can point out issues or opportunities that will help improve the look of their lawn or solve a problem they’ve been dealing with.
Providing additional services at a discount is a great way to show your customers what you have to offer. For example, if you’re already providing standard landscaping services like mowing, offer to fertilize or provide weed or insect control at a discounted price. It makes them feel like you’re looking out for them, and they’re getting an awesome deal.
(And no, we’re not talking about a good selfie!) Encourage your technicians to stay on the lookout for problematic areas. Have them take photos and email them or upload them to the customer portal. This way, you can point out the issue and provide a solution to remedy it. It’s also a great customer service tactic and establishes trust.
Involve your whole company when it comes to upselling. Offer sales bonuses or extra vacation days to spur motivation. Anyone can be a salesperson, even if they’re not specifically trained for it. Need help encouraging your technicians? Check out this Eguide, No Sales Team—No Problem: The Art Of Closing Deals Without Dedicated Salespeople, for some great tips to get them in the game.
What happened to all those old leads or past customers that didn’t work out? Send them a quick note and check in. It’s highly possible that they’re not satisfied with their current service or have no service at all. There’s no need to send out a contract or proposal, but just a simple conversation can do the trick. Of course, without the right lawn care software to keep track of your leads, this is going to be hard to do.
In the end, upselling can take many forms. Not every customer is the same, so paying attention to what they need is important. Reach out to FieldRoutes today. Our fully integrated Operations and Marketing suites can make the upselling process a breeze.
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