Upsell opportunities are ways to have your irrigation specialists increase revenue by offering customers more ways to buy products and sign up for additional services.
These opportunities will help you build long-term customer loyalty, which is essential for small business growth.
Train them about what to look for
Once your technicians have built a working relationship with customers, be sure they understand the value of upselling. Customers want to know about other services you can provide for them.
Your current customers are not only familiar with your field service business, but they’re comfortable with it. They trust your work and your reputation. Now is the time to introduce them to additional services that will help them maintain their landscaping and irrigation needs.
Help your technicians understand how important timing is when it comes to trying to upsell your business products. Try upselling your services by:
- Raising awareness of the benefits your business can provide for the customer’s lifestyle
- Providing incentives for the customer to care about additional services provided by your company
- Creating a partnership where you and your customer feel like it’s beneficial for both parties.
- Providing upselling tools like brochures and quick fact sheets that focus on additional services
- Giving examples of how the additional services you offer have helped and satisfied other clients
- Allowing extra time for technicians to work on upselling
Use irrigation business software to prompt your technicians to look for more work after every job
Irrigation software has an assessment tool that helps ask specific questions after a job is finished. Communicate directly with customers and get immediate feedback after a job is completed.
Technicians need to know and understand that making on-going connections with current customers is fundamental to future business opportunities.
Irrigation software provides a format to help technicians ask the right questions and record the answers and detailed feedback in one place. This data is easy to access and will help you evaluate the services your company provides, analyze historical data and have immediate access to customer needs and information.
Pay them a commission on the work they find
People need incentives to go the extra mile and money can be a motivator for many employees. Financial compensation is a great way to encourage technicians to look for ways to help build more business.
Technicians are in the field dealing directly with customers. They have multiple opportunities to talk with customers about their needs.
You may want to consider paying your technicians a commission for add-ons. Employees need to be taught how to sell the add-ons without pressure and pushing the customer away.
It’s a learned skill, so take time to teach your technicians how to manage clients, be well informed about the additional products available and learn how to assess the kinds of products that may appeal to certain clientele.
The goal is to have satisfied customers and loyal technicians in the field.
Use the feedback from customers to help you rate and determine how well your technicians are performing their jobs.
How many new work opportunities did they create and what is the feedback they’re receiving from current clients on the job?
Try putting a bonus plan together. Give verbal accolades to technicians that make bonus every quarter and consider posting names of those individuals in your work place.
Obviously it's important to always be growing, since your field service workers are the closest to your customers, they will be the most likely salesmen right? Make sure your technicians know what your customers need and more importantly, how to get it to them.
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