The lawn and landscape market has grown almost 4.7% year-over-year since 2013, and so has the competition. With more and more competitors starting lawn care businesses and flooding both the residential and commercial lawn and landscape market, many providers are finding it harder to attract new customers. And while landscape service providers have capitalized on high construction volumes, more disposable income among households, and cheaper fuel, these trends are expected to fade over the next five years. So how exactly can you grow your landscape business?
Upselling your lawn services is a strong place to start. Rather than exclusively focusing on getting new customers; deeper, more widespread penetration of your existing accounts is a great way to increase revenue for your landscaping business. It’s also cheaper… estimates show that it is roughly 68% more expensive to acquire $1 from a new customer than it is to upsell an existing customer. And while an effective upsell strategy can increase the revenue of each customer order, it can more value for the customer – ultimately delivering a better landscape service experience.
Here are a few tips to help you better upsell to your customers:
Knowing what your customer wants and needs is fundamental in making any sale. Train your crew to understand your buyers. What do they need? Why do they need it? What makes them unique? What services have similar customers benefited from? Be observant of what drives them and use timely questions to understand their real needs. Finding out what the customer really wants is a fundamental building block in positioning the correct upsell pitch, at exactly the right time. An upsell should be based on matching your service with a timely customer need.
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