Upselling works for restaurants. Why shouldn’t it work for roofers?
Keep reading to find out how to upsell so you can take home more money each year.
Imagine you’re at a fast-food place, ready to eat your burger and fries. Just as you’re about to pay, the cashier smiles and says, “Would you like to add a milkshake or a cookie?” You picture that treat and say yes. This is upselling—a simple question that makes your meal better and helps the business.
Now, think about your roofing business. What if you could make every job more profitable with just a few smart suggestions? This guide will show you how upselling can boost your business and make your customers happy. Just like that milkshake.
The Power of Upselling
Roofing involves significant costs. Roofs sell for thousands of dollars. These large numbers can skew your perspective, making anything under a grand seem insignificant. Why waste time with gutter guards when you could be out hustling for bigger projects?
But the secret to good upselling lies in the profit margin. How much of that gutter guard money do you pocket compared to your roof earnings? You’ll likely take home more from the gutter guard!
Again, a food analogy helps. Restaurants sell soda for pennies on the dollar. A large soda costs the restaurant only a few cents more than a medium soda, yet they charge almost a dollar more. They might double their profit margin on that soda just by asking, “Can I make that a large for you?”
Think about it. Suppose you do 100 roofs in a year. You upsell customers $250 for lifetime pipe boots. That’s almost $25,000 in profit added to your business. This can make a huge difference, especially when the economy is tough.
But you don’t have to just upsell add-ons.
The Good-Better-Best Strategy: Foundation of Upselling
The beauty of the good-better-best strategy is that it’s simple. Offer three service options: a basic package (good), a better package (better), and a top package (best). Each level provides more benefits and better materials, fitting different needs and budgets.
The customer wins because they get more choices. You win because you can make the case for your most profitable option. Make sure your services are clear, so homeowners see why upgrading is worth it. It’s a smart way to meet customer needs and make more money.
How to Upsell at Key Opportunities
Lifetime Pipe Boots
Lifetime pipe boots are a great upsell. They’re essential for a long-lasting roof. Let your homeowner know that regular pipe boots often need replacing in a few years, leading to water damage and repairs. Lifetime pipe boots last as long as the roof, offering peace of mind and less future maintenance.
Gutters and Gutter Guards
Gutters and gutter guards are another great upsell. When upselling gutters and gutter guards, highlight the benefits. Less maintenance and better home protection are key. Since you’re already on the roof, you can sell those gutters at a discounted price and still make a profit.
Upgraded Shingles
Upgraded shingles serve as the foundation of your good-better-best strategy. Offering options like architectural shingles can help add value to the home. They improve the roof’s lifespan and increase the home’s value.
Add Upsells into Quotes
A good quoting system helps you show upsell options. Using software to streamline this process ensures homeowners know their options. Remember, your quotes are an opportunity to educate homeowners and seal the deal. Presenting upsell items and the benefits they bring can significantly boost your bottom line. Show before-and-after scenarios and break down cost versus value.
Use Your Expertise to Upsell
Partnering with top manufacturers can help you upsell. These partnerships bring credibility and reduce risk for the homeowner, especially if you can offer warranties on the items you’re upselling. Keep those supplier relationships strong!
Overcoming Objections
Handling customer objections is the last hurdle in successful upselling. Common objections include cost and necessity.
“Why is this so expensive?”
“Is this a nice-to-have or a need-to-have?”
An educational approach can help overcome these barriers. Provide detailed information and address concerns directly. Build trust through transparency and show the long-term benefits of what you’re upselling. A significant benefit is that the customer won’t have to call you for repairs in a few years! Overcoming objections not only increases profits but also enhances customer satisfaction. It positions you as a partner working with the homeowner to solve their problem.
Maximizing Upsell Opportunities
Training your sales team to communicate upsell options well is essential. Regular training and feedback loops help refine upsell strategies. Quote templates help, too. Add upsells to your template and present them to every customer. Using customer feedback can help you refine upsells. What upsells sell quickly? What objections stop the upsell? Document all those insights and test responses.
Conclusion
Strategic upselling is a powerful tool for your profit margins. Whether it’s gutter guards or lifetime pipe boots, explore your options. Integrating upsells effectively into proposals can change the game for your business. Remember, that extra profit means more marketing and leads. It could even mean a new truck! These strategies lead to real benefits. Be intentional, test some upsells, and stick with what works!
CTA
Need help upselling? Check out ProLine. It’s a CRM that lets you add upsell options to every quote. And our automated follow-ups help you close more deals than your competitors.
Book a demo to see it in action!
Want to learn more about how to upsell? Check out our video on it! Our co-founder John DeLaurier covers his upselling process in detail!
