We all know that it’s easier to sell something to an existing customer than to make the first sale to a new prospect. So how can remodelers take advantage of this bit of wisdom? For many, it’s by adding products and/or services that give you the opportunity to upsell. According to Wikipedia, upselling is, “a sales technique whereby a seller induces the customer to purchase more expensive items, upgrades, or other add-ons in an attempt to make a more profitable sale.” While upselling may involve selling more profitable services or products, it can be simply exposing the customer to other options that were perhaps not considered. There are many ways that remodelers are now upselling. Some have expanded their offerings to include complementary products … a design build firm adding replacement windows to their product line. Others add services, such as Universal Design or Green Remodeling to supplement their existing services. One product that is gaining great popularity as an upsell product is solar. Recent legislation indicates that the demand for solar is going to increase to over 1.5 million homes by 2017 and account for a market size of over $10B. This is a huge market that’s coming on strong. By offering solar as an upsell you will delight your clients with the savings they receive, increase credibility by demonstrating your knowledge and expertise, and increase the overall job size, allowing you to earn more profits on every project. Right now, there are many ways to offer this unlimited energy efficient option to your clients: So, by using upselling in your process, you’ll increase job size, increase profits, make a greater ROI on every marketing dollar used to generate your leads, and will ultimately make your clients even more devoted than they are today.
What About You?
What upsells are you offering your clients to increase profits? Please comment below! — Image courtesy of nokhoog_buchachon / FreeDigitalPhotos.net