When someone calls up a member of the sales team, it's crucial to have a process in place. This is because if you don't, you're throwing away a ton of money. You won't be able to squeeze extra money out of every single customer. Although, there will be some out there willing to pay for upsells and if you add them all together, it will equal a considerable amount of money. When the sales team are making things up as they go along, they're not going to reach their full potential. This is true even when they're great at their job, but there is one simple tool which will save the day.
Filling Out A Checklist
When someone begins to offer upsells they must follow a specific checklist. This means asking customers if they want things in a particular order. They should then record everything that happens and how far they get each time. Although you won't see anything much in the beginning, over time a pattern will start to emerge. When the sales team follow the checklist, they'll be able to upsell the customers a lot more products on average. The difference in revenue will be astronomical due to a simple checklist.The Checklist Must Be Tweaked
Following a checklist is a little like conversion rate optimization. So even though you might lose some money in the beginning, you need to keep tweaking the order in which you offer upsells. At the end of the day, you want to keep testing until you're making as much money as possible. Some of the sales team will make more money with different checklists and things will change all the time, but in order to make the most cash you only need to keep following the one checklist maximizing the number upsells sold on average over a consistent period of time.
Offer Bundled Pricing
Ask someone to purchase too many upsells and they'll eventually draw a line in the sand, although, you can push them even further if you offer bundled pricing. It's a great psychological trick to persuade customers to spend more money, because they think by spending more they're actually saving money. You just need to make sure when you bundle the prices on top of each other that you're still making an acceptable profit. It might take a bit longer to incorporate the right bundled pricing into your checklist, but it's the easiest way to bring more profits in the door.
You Must Create A Process
I don't know how many employees you have on your sales team, but if one of them is sitting on the magic formula, you need to spread it around the rest of the team.Perhaps a few people can keep testing new things, but at this point the majority of your workforce should be following along with the checklist designed to maximize revenue. This process could mean the employees who used to struggle in the past will see their sales numbers shoot through the roof, and you'll be one very happy business owner because your whole team will be firing on all cylinders.
Your expert in home service based businesses.
Tommy Mello is a successful entrepreneur, inventor, writer and speaker. He is CEO of four self- started business including a nationally recognized garage door service company. As a leading authority on branding and market recognition, Tommy aims to help other service businesses reach their full potential.
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