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In this episode of the Zip Code Kings Podcast, Dan Leibrandt interviews Jonas Olson, CEO of Pest Badger, a pest control company doing over $10 million annually. Jonas reveals his service upgrade philosophy of "go for now," continuously selling additional services until customers say no rather than stopping after the first sale. He explains that the first sale is the hardest, but once customers are in buying mode, subsequent yeses become dramatically easier. For pest control owners leaving money on the table by not upselling existing customers or technicians afraid to pitch additional services, this episode provides the exact upgrade scripts and strategies that maximize customer lifetime value.

Jonas breaks down three common upsell scenarios with specific scripts for each situation. Scenario one covers door-to-door sales where technicians notice mosquitoes while walking the backyard, simply asking "who takes care of mosquitoes around here?" then bundling the service into the monthly package with nine out of ten customers accepting. Scenario two addresses field technicians discovering rodent activity, bat guano, or missing attic screens during service, taking 10-20 photos as visual proof to present evidence customers can't deny. Scenario three covers phone sales during seasonal transitions like fall when CSRs proactively bundle rodent protection as winter approaches. Jonas emphasizes problem-solution driven upsells based on actual observed issues rather than generic package pitches.

The conversation reveals that technicians should be fully sales-trained since their role differs from door-to-door salespeople. They're already trusted experts on-site solving problems, making upsells easier and more natural. Jonas recommends keeping services simple initially rather than expanding into lawn care or other industries until pest control operations are scaled. He stresses implementing a marketing calendar planning monthly upsell focuses year-round so CSRs and technicians align on the same offers with proper incentives including commissions and review bonuses to push technicians toward six-figure incomes through performance-based compensation.

Jonas Olson, Co-Founder of Pest Control Millionaires:

Instagram: https://www.instagram.com/jonasaolson/

Facebook: https://www.facebook.com/jonas.olson.18

LinkedIn: https://www.linkedin.com/in/jonas-olson-00b34b8b/

YouTube: https://www.youtube.com/@pestcontrolmillionaire

Dan Leibrandt, Co-Founder of Pest Control Millionaires:

Facebook: https://facebook.com/DanLeibrandtOfficial  

LinkedIn: https://linkedin.com/in/danleibrandt/   

Twitter: https://twitter.com/DanLeibrandt   

Website: https://danleibrandt.com

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