Posts Tagged ‘customers’

Master the Art of Suggestive Selling for your Service Business

Thursday, February 19th, 2015

Suggestive Selling for your Service BusinessWe all encounter suggestive selling while visiting places like fast food restaurants or retail stores. You know, that awkward moment when you’ve already selected the product or service you wish to purchase when that young worker behind the register asks if you’d like to add something more to your order, such as dessert or another pair of shoes for half price. While it may irritate us at times, more often than not we are able to take advantage of something we honestly hadn’t considered previously.

Suggestive selling doesn’t only apply to restaurant and retail businesses. In fact those of us who own and operate a home improvement or property service business should learn from this and take advantage of the opportunities to increase profit from each customer.

As a long-time owner/operator of a lawn and landscape service, I can tell you from personal experience that suggestive selling works like a charm. It’s actually very simple and can be done in person, over the phone, by email, or even via text! The good thing about suggestive selling for a property service and improvement business is that your customer is already interested in maintaining and upgrading their home and landscape. Therefore, suggesting another way to make their property look even better will usually be acceptable. What do you have to lose? The worst they can say is no, or not at this time.

A perfect example in my business is the following: A new customer requests mowing, edging, weed-eating, and blowing – the “basic” lawn service. While at the property performing the services, I will look at the customer’s hedges, palm trees, flowerbeds, and anything else that stands out needing attention. When we are finished, I have a quick chat with the customer before leaving. This is the prime time to suggest other services since I just finished making their lawn look great. I would mention how the overgrown hedges would look great if they were trimmed below the windows, or that the hedges touching their home should be trimmed so that insects do not have easy access to the home. I might mention the palm trees that would grow faster and look healthier if more of the low-hanging and dead fronds were cut off. Or how about a fresh layer of mulch in the flowerbeds that will suppress weeds, provide nutrients to plants, help retain moisture, and increase curb appeal. The list goes on and on. Of course, the more visits to the property, the more opportunities for suggestions.

I cannot recall one time where a homeowner became upset with me for suggesting something that would enhance the beauty and even the value of their property. Every time a suggestion is made, my customer is at least happy to hear my professional opinion. And whether or not they take you up on your offer right away, at least you put the bug in their ear and gave them something to consider. So if you own a landscaping business, tree service, flooring company, or other home service, surely you can go through your existing customer list and think of a few suggestions that might strike their fancy!