Add Value Through Upselling—How to do it the right way!March 29, 2023
Upselling, when approached with purpose, can be a win-win for contractors and their customers. It can add value and increase customer loyalty. Sadly, many businesses give upselling a bad rap because they look at it as a way to push products or services on customers—even when customers don’t need them—for the sake of making more money.
Tips for Effective and Ethical Upselling
Again, upselling should be good for both you and your customer. It should involve recommending additional work or products that will:
- Improve the function or endurance of some element of a project
- Increase safety, or
- In some other way satisfy the customer’s needs
One example of exemplary upselling is to propose using better-quality materials that last longer and will provide more value for the customer’s money. For instance, a contractor might recommend all-vinyl decking rather than composite materials because it offers greater protection against moisture and requires little maintenance.
Ultimately, upselling builds client relationships when done properly. And that’s the true test of whether upselling is ethical and truly offering value.
In the next issue, we’ll cover the concept of cross-selling to improve your company’s bottom line.