4 strategies for increasing sales with upselling strategies

By EagleView. 

Guiding customers through logical upgrades and add-ons can boost your business and set them up with a better roofing system. 

The contracting business is constantly growing, with all signs pointing to continued growth. The industry is expanding, with reports showing the industry grew an average 4% a year between 2017 and 2022 and the estimated market worth in 2030 being set at $156 billion. With this type of growth and competition on the rise, it’s important to keep an eye on your business’s bottom line to make sure you can keep up with the rest of the industry.  

One way that you can stay ahead of the game is by developing your upselling skills. This is a powerful skill for any person in the industry to have. But especially in the contracting business, it allows you to capitalize on the valuable time and attention you get from an existing customer by explaining what other value they can add to their roofing systems and build your relationship on trust. Check out four strategies that EagleView recommends for contractors looking to increase sales by upselling leads. 

1 - Get to know your customers 

Upselling is not about convincing customers to pay more for materials they don’t need or to opt in to service packages that just pad your bottom line. Effective upselling is about delivering real value to customers who will be better served by an upgrade or additional repair.  

For roofing and restoration contractors, this means getting familiar with your customers’ needs, preferences and budgets. You can segment your leads based on the services they’ve inquired about, their budget constraints and any other relevant factors. Once you have a clear picture of your potential clients, you can tailor your upselling offers to meet their specific needs. 

2 - Create upsell packages 

One way to make upselling a value-add to your customers is to create pre-defined upsell packages that offer a combination of services at a discounted rate. For example, you might offer a “Home Enhancement Package” that includes a roof inspection, exterior painting and gutting cleaning at a reduced price compared to purchasing each service separately.  

Additionally, offering bespoke storm-repair packages can help entice customers to expand their services. For example, you might bundle roof repair and siding replacement services for leads in storm-impacted areas.  

3 - Educate your customers 

A well-informed client is more likely to make informed decisions. Educate your leads about the importance of regular maintenance, the benefits of specific upgrades and the potential risks of neglecting certain services. Providing leads with property reports, aerial imagery and 3D diagrams are a great way to guide your customers toward a better understanding of their needs and the solutions you can offer.  

4 - Timing is everything 

Timing is crucial when it comes to upselling. Identify the right moment to make your offer. More often than not, the initial consultation is the prime opportunity to highlight your services and persuade leads to consider upgrade options. To be effective, you’ll need to have the right measurements and data to ensure you’re providing an accurate estimate. 

Effectively upsell leads with EagleView whole home property data 

Upselling leads is a powerful strategy that roofing and restoration contractors can use to increase sales and grow their businesses. With EagleView Full House™ Reports, you can access the crucial home property measurements you need to bid, order and upsell. Get complete and accurate roof, wall, window and door measurements remotely and equip yourself with the data you need to expand your business. 

Original article source: EagleView