In this lesson, we’ll be looking at how you can maximise your job value with upsells. Upsells are extra services or products that you can offer to your customers whilst booking them in or even when you are on the job. They increase the price of a job and also add extra value to your customers.
The great thing about upsells is that you are selling to customers who have already indicated they are willing to spend money on your services, making it a lot easier to bump up the ticket price.
It’s an essential marketing technique deserves a place in your strategy. Let’s take a look at how you can start using upsells.
When should you Upsell?
It’s important that you only offer upsells that seem relevant to your customer’s wants and needs. Listen for cues when you are interacting with them. Did they mention they have kids? Maybe their rooms need cleaning, too. Have they got family coming to stay at Christmas? You could book in a clean for mid-December for them. Offering irrelevant or unnecessary services can often make people feel as though they are being given a hard-sell, so watch out!
It’s also key to make sure anything you offer additionally at a discount will be profitable in the long term. Always ensure you are maintaining a good ratio between working on full-price and discounted services.
How to Upsell
To make upsells as profitable as possible, you should carefully plan your approach by considering the following:
- Who do you want to target with the promotion?
- Is there anything, in particular, you would like to achieve? For example, could you use the opportunity to introduce a new service to your customers?
Write this information down and really get it in your head. That way you’ll never forget to seize the opportunity when it arises, and you’ll always offer it to the right customers.
Upsells you can offer.
Here are a few ideas of upsells your cleaning business can offer to customers:
- Carpet/Rug/Upholstery Cleaning: Stain guard protectant
- Carpet/Rug/Upholstery Cleaning: Deodoriser
- All Cleaning Businesses: Spot/stain remover (we buy ours from a UK company called Alltec, they even add our company logo and personalise the spotters to our brand colours).
- Floor Cleaning: Premium floor cleaner, used to revitalise the floors in between having them professionally cleaned (again, we buy ours from Alltec).
- Leather Cleaning: Leather maintainer
- Domestic Cleaning: Silver polish their cutlery
- Leather / Upholstery Cleaning: Clean the scatter cushions
- Domestic Cleaning: Clean the inside of drawers and cupboards
- Car Cleaning: ‘Keep My Car Clean Bundle’ which includes a free air freshener, spot remover, window cleaner, deodoriser
- Domestic Cleaning: Personalised air fresheners
- Window Cleaning: Clean the inside windows and windowsill
- Tile Cleaning: Clean small ‘extra’ areas e.g. fireplace or porch
- Floor Cleaning: Add felt flooring pads to the legs of the furniture to avoid scratches in the future
- Domestic Cleaning: Deep clean one room, maybe the bathroom or kids room whilst they are out
- Tile Cleaning: Fix/restore cracked tiles
- Domestic Cleaning: Deep refrigerator or oven clean
- Window Cleaning: Add sealant to the windows
- Drive Cleaning: Offer to clean their back garden too
- Upholstery Cleaning: Curtain cleaning
- Car Cleaning: Winter wax polish
- Carpet/Rug/Upholstery Cleaning: Anti-allergen cleaning process
- All Cleaning Businesses: Top up cleans, offer to clean in a few weeks providing they pay for it now
- Carpet Cleaning: Sell carpet rakes
Start using this technique today!
Well, at least on your next job. Listen out for those cues and watch your ticket prices go up.