Learn how to get the most out of your jobs with expert upselling strategies. This episode uncovers the practice of upselling your clients by education, not aggressively pushing your services. Learn how to handle every inquiry with an upselling approach, ensure clients understand your offerings, and establish recurring revenue for long-term business growth. Join host Adam Sylvester and guest Christine Hodge, CEO of Clearview Washing.

(00:00) Introduction to the episode and guests.

(01:02) The upselling mindset - and educating clients about additional services

(02:30) Benefits of quoting all potential services during initial client contact

(05:45) Handling client inquiries with an upselling mindset

(07:23) Initial strategy tips for boosting your revenue with upsells

(08:51) Establishing criteria for in-person versus remote estimates 

(10:49) Upselling vs. cross-selling and why your company should be doing both.

(14:07) Managing upsell conversations via technicians or sales members

(16:31) Jobber’s marketing tools and their impact on winning new business

(17:37) Understanding crew capabilities for efficient scheduling and maintaining quality 

(18:19) Tips for selecting profitable and easy upsells with long-term revenue impact

(19:36) Presenting additional services without being too aggressive or ‘sales-y’

(22:37) How to begin upsell conversations and follow-up on estimates

(25:19) The value of recurring revenue for client retention and business valuation

(29:20) Adam’s key takeaways: always give clients options, educate on value, and start with small upsells.