Next time you’re working a maintenance job, take a look around and spot the opportunities available to you. Instead of working to constantly find new customers, grow your sales with existing customers through upsells and adding services.

Here are three tips for upselling a job and making more money.

Ask the right questions

The first step to upselling a job is to look for opportunities where a customer might need or want some additional work done.

If you’re working on a residential maintenance project, you could have the opportunity to install any number of backyard features. Pavers, outdoor fire pits or kitchens, synthetic turf or water features could be great additions to any backyard that your customer might want to include.

Conversation starters for residential sites:

• How much time are you spending in this area?
• Are you looking to get more use out of this space?
• Are you interested in adding any additional features to your outdoor living space?

If you maintain the landscape of a commercial site, there could be opportunities to help improve the functionality and atmosphere of the site to help bring in additional business. Landscape or event lighting is a great way to bring in more customers. Outdoor sound can help improve any commercial atmosphere and pavers can help improve the aesthetic of any area.

Conversation starters for commercial sites:

• What does this area look like during the busiest times of day?
• How would you like to see this space used by your customers and/or employees?
• Are you interested in adding any additional features to your outdoor space?

Offer additional services

Once you’ve discovered what your customer is or could be interested in, offer your services to help create the outdoor space they’re looking for.

Ewing sells a variety of outdoor living products that can enhance any space such as landscape lighting, water features, pavers, outdoor kitchens and fire pits and much more.

We also offer classes on many of these product categories, so you can set yourself up for success by attending a Ewing Education course or requesting a customer training class from your local Ewing representative.

Talk up new products

The next best way to upsell a job you’re working on is to talk about new products with your customer.

When you are pitching a new product, you will want to share the benefits of the product and why it would be worth it for them to spend the money on an upgrade. For example, if you customer has been using the same irrigation controller for years, suggest they upgrade to a smart controller. You can pitch these benefits to help make the sale:

• They’re simple to use.
• They can help you save on water costs.
• They are a more sustainable option.
• They can integrate with your voice-first devices.

These are just some examples of ways you can upsell a job and create more revenue for your business. What are some of the ways you’ve taken your project to the next level? Let us know in the comments below.