In any business, there is always an opportunity to increase one’s income by upselling products and services. It’s an essential trait that every business owner should know about. It’s also something that your employees should practice. The construction industry is no exception. This article will explore five ways a construction company can upsell its services to clients. We will also examine the benefits of doing so. But first, let’s learn about upselling and what it can do for you coming.
What is Upselling?
If you’re new to the business world or haven’t been to marketing or sales classes, you might not know what upselling is. Upselling, or suggestive selling, is a way to sell additional products or services to your customers.
For example, let’s say you own a home improvement store. A customer comes in and buys a gallon of paint. You then ask the customer if they need painting supplies such as brushes, rollers, drop cloths, etc. The customer says no, they have all they need. You then tell them an offer that you think they might like. Usually, this comes in the form of discounts or freebies.
The customer is happy with their purchase and walks away with everything they need. But what if the customer said yes to your offer? Now, not only did they buy a gallon of paint, but they also bought other items they needed for their painting project.
Upselling can be a powerful tool if used correctly. It can help you increase your sales and, as a result, your income. But it’s important to know when and how to upsell. The first step into upselling in the construction industry is to make it feel natural.
Make it Sound Natural
When you’re upselling, it’s essential to make it sound natural. You don’t want to come across as pushy. The best way to do this is by using the soft sell technique. You gently suggest additional products or services without being too forceful.
For example, let’s say you’re a roofing contractor. A customer comes to you and says they need a new roof. You give them a quote, and they agree to it. After completing the job, you can use the soft sell technique by saying something like giving them a discount on other repairs they might need or other jobs that you think the customer might want in their home.
You’re more likely to get the customer to say yes to your offer using the soft sell technique. And if they say yes, they’ll be happy with their purchase because they weren’t pressured into it.
The next step in upselling is to offer additional products or services that complement the original purchase.
Complementary Products and Services
When you’re upselling, it’s vital to offer complementary products or services. These are products or services that go hand-in-hand with the original purchase. For example, let’s say a customer buys a new door from your construction company. You can upsell by offering to install the door for an additional fee.
Doing themed rooms for painting jobs is a great way to offer other products and services because it comes with a package. An attractive decorative paint finish for a themed room requires many products you can sell. It’s also a great way to upsell other products that usually don’t get purchased independently.
Other complementary products and services that you can offer in the construction industry are:
- Home improvement services
- Furniture assembly
- Handyman services
- Yard work
Offering complementary products and services is a great way to upsell because it benefits both parties. The customer gets what they need, and you make more money. It’s a win-win situation.
The next step in upselling is to offer discounts or freebies.
Discounts or Freebies
Discounts and freebies are an excellent way to upsell your products or services. They provide an incentive for the customer to buy more from you.
Customers love a good deal, and discounts and freebies are a great way to give them one. For example, let’s say you’re a carpet installer, and a customer buys 100 square feet of carpet from you. You can upsell by offering them a discount on the installation if they purchase 200 square feet of carpet.
Discounts and freebies are also a great way to gain the loyalty of your customers. They’ll be more likely to return to you and recommend you to their friends and family if they know they can get a good deal.
The construction industry is a sector that’s hard to upsell. However, by following the tips above, you can start increasing your sales, especially in all sorts of projects.