Upselling
Selling additional or upgraded services to customers who are already buying something from you.
Full Definition
When a customer says yes to your main service, you offer them related upgrades or add-ons that increase the total job value. It's much easier to sell more to someone who's already decided to hire you than to find a completely new customer.
For Contractors
Why It Matters
Upselling can increase your average job value by 30-50% with minimal extra marketing cost. If your average concrete job is $8,000, adding a $3,000 decorative upgrade brings it to $11,000. On just 10 jobs per month, that's an extra $30,000 in monthly revenue using the same leads you're already paying $42 each for.
Real-World Example
A concrete contractor in Phoenix quotes $8,500 for a basic driveway. During the sales meeting, he shows photos of recent jobs with decorative borders ($1,200 extra), colored concrete ($800 extra), and stamped patterns ($2,400 extra). The customer chooses the decorative border, bringing the total to $9,700. Same lead, same crew time, 14% more profit.
Common Mistakes
- -Waiting until after the contract is signed to mention upgrades — do it during the initial quote when excitement is highest
- -Presenting too many options at once, which overwhelms customers — stick to 2-3 relevant add-ons
- -Not having visual examples of upgrades readily available during sales calls
- -Pricing upgrades too low because you're afraid to ask — customers expect premium work to cost more
What to Do
Create a simple one-page sheet with before/after photos of your three most popular concrete upgrades with prices. Bring it to every estimate and show it right after presenting your main quote. Say 'Most of my customers also consider these options — which one interests you most?'
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