According to the U.S. Environmental Protection Agency’s WaterSense website, water experts estimate that 50% of water used outdoors is lost to evaporation, wind, or runoff from overwatering.  Because of this, many water districts and municipalities nationwide are offering incentives to upgrade existing irrigation systems with smart irrigation controllers and pressure-compensating sprinkler nozzles. Upgrading an existing irrigation system can save 30%- 50% of water. Drip irrigation in shrub beds can save 20%- 40% by applying 95% of the water to the root zone and avoiding runoff or evapotranspiration.

What does this mean to contractors? Opportunity.  

Upsell existing customers to upgrade their irrigation systems and take advantage of available rebates. Ewing Outdoor Supply has a Regulatory Page that provides links to water districts and municipalities offering these rebates. Click on the link for your area of the country to see what is available.

Not all areas of the country offer these programs, but the list is growing. For areas that don’t offer these rebates, contractors can still upsell their existing customers by clearly explaining the benefits and how they can lead to water savings. Some contractors have been able to show a “payback” for homeowners over time. 

Don’t be the only salesperson selling smart irrigation upgrades in your business. Ensure all your customer-facing employees can clearly explain the value of smart irrigation and quote it. Work on sales techniques with your crew, for example, fear of missing out, informing customers that several neighbors have already upgraded and are enjoying the value. Offer a bonus for every smart irrigation system they upsell or new installation.

Tips for upselling:

• Offer bundles that include smart controllers, pressure-compensating nozzles, rain sensors, and shrub bed conversion to drip.
• Promote smart irrigation on your website, social media, door hangers, and direct mail.
• Educate your customers.
• Provide a free irrigation audit.
• Offer a discount for referrals.
• Sell existing irrigation clients first; they are always easier to sell than a new customer.

Smart irrigation upselling to your existing customers can increase your business's revenue and profits, as well as your customers' water savings and money. 

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