Upselling

For many many years I have had lawn care services periodically fertilize my lawn and apply weed control, crabgrass control, and other products to enhance the appearance of my lawn. Over three decades I have used, perhaps, three different lawn care companies. Now here is the amazing thing. All three companies have avoided opportunities to sell me related services. Sure, at the beginning of each season I get a letter suggesting a modification to my lawn treatment program like adding anti-grub treatments.

But what is amazing is that they have made no concerted attempt to sell me additional services that would save me time, make my property more beautiful, and enhance their revenue. Perhaps they do not offer services beyond applying lawn chemicals – if that is the case they are missing out on opportunities to sell additional services to existing customers (the easiest sale to make).

If they do offer additional services, they have not really tried to sell them to me. They have never offered to quote on mowing the grass, trimming the shrubs, fertilizing the trees and shrubs, removing leaves in the fall, or removing snow in the winter. These are all add on services that should well fit into the business model of lawn care companies. How much effort would it take, while they are applying lawn treatment, to count the trees or shrubs, and send my an unsolicited quote on some additional services.

Every business should be constantly looking at how to expand its service and product offering – especially to its existing customers.

Will Limkemann
Limkemann Business Advisors
440-817-0976
www.neobizadvisor.com