8 Strategies for Enticing Customers to Upgrade8 Strategies for Enticing Customers to Upgrade

One way to increase your contracting company’s earnings is to focus on upselling current customers. This can occur during the initial sales visit or as a follow-up, depending on your company’s product and services.

Done effectively, upselling customers can increase the sale while also enhancing customer satisfaction by providing them with a better overall solution.

Here are eight strategies to help you master effective upselling:

1 | Actively listen for customer needs.

The foundation of successful upselling lies in understanding the customer's needs and pain points. Engage in active listening during your presentation to gather relevant information about the customer. Ask open-ended questions to uncover underlying motivations and preferences.

2 | Be genuine to build trust.

Trust is crucial in any sales process, but it’s even more important when upselling. To build a strong rapport with customers, show genuine interest in their projects and offer your expert advice when warranted. Also be transparent about the benefits and costs of additional products or services to help you establish credibility and trustworthiness.

3 |Present personalized solutions and benefits.

Align the offerings you’re hoping to upsell with the specific needs and desires of customers. Use the information gathered during home visits to determine what personalized solutions may offer additional value. Explain how the additional product or service will enhance their overall experience, increase the longevity of their investment or provide long-term savings. For instance, if you are seeking to upsell someone on higher quality roofing material, emphasize its durability and minimal maintenance requirements.

Related:9-Point Plan to Boost Your Construction Sales

4 | Use visual aids and demos.

Show before-and-after pictures, samples of higher-end products or videos of the additional services in action. Seeing tangible possibilities can help customers visualize the value of the upsell and help them commit.

5 | Offer financing options.

Paying a higher price than they initially set out to can be daunting for customers. Providing flexible financing options can make such a decision easier. Highlight the convenience of monthly payments and any promotional financing deals that may be available. This approach can help alleviate the upfront financial burden and make the sale more attractive.

6 | Use exclusive, time-sensitive offers and package deals to create urgency.

Creating a sense of urgency can motivate customers to decide more quickly. Limited time offers or exclusive discounts can encourage customers to act sooner rather than later. Also consider offering package deals that bundle the primary product or service with additional upgrades at a discounted rate.

Related:How to Use Price Conditioning to Boost Sales

7 | Follow up and revisit your offer.

Connect with customers after your initial visit to answer any questions or address concerns they may have about the upsell. Remind them of the benefits and how the additional product or service fits into their project goals.

8 | Train your sales team continuously.

Participate in regular sales training sessions, stay current with the latest product knowledge and provide your team members the chance to learn  from experienced colleagues. The more you and your employees refine your skills, the more confident you’ll become in effectively presenting upsell opportunities.