Upsell Effectively
How many times have your ordered fries just because the server asked, “would you like fries with it?”
How about asking your client if they would like:
- Gutters with that, along with some downspouts?
- Skylight Protective covers with that?
- Roof Hatch Safety Rail with that?
- Preventive Maintenance with that?
- Client Portal access with that?
- Grease Guards with that?
- New drain strainers with that?
- Snow removal with that?
- Energy Savings analysis with that?
- Coating solution with that?
Some Do’s and Don’ts
DO: Speak positively about your company, always.
Don’t: Overstate our capabilities. If a client is looking at traveling to the International Space Station, have them talk to Richard Branson.
DO: Set aside a predetermined number of hours each month devoted exclusively to client contact. Activities can include phone calls, lunches and visits.
DO: Know your client’s industries. Know and use their buzz words. Get their trade journals (google their industry).
DO: Participate in industry trade seminars.
DO: Join organizations – as many as possible.
DO: Know people on development boards.
DO: Invite clients to see current projects.
DO: Be on time for appointments.
DO: If you see a client’s name or photo favorably publicized, scan it/copy it and send it with a note.