Cross-selling and upselling are integral to your maid service business’s bottom line, and if you are not offering one or both, you are missing out on significant business revenue. In fact, the two strategies can generate between 10% and 30% more revenue for your business. This increase can come from your existing clients as well as your new clientele. Let’s explore what each are and how you can incorporate them into your business model.
Cross-selling is simply selling a similar service with a few more options instead of the one discussed. An example would be moving from a room cleaning package that offers dusting and vacuuming to a package that includes dusting, vacuuming, and baseboard cleaning. You see a need that your client may not be aware of, you alert them to it, they recognize the need, and accept the larger package offer. Your bottom line has increased, and your client feels like they are getting a better deal and that you have their best interests at heart.
Upselling is adding a product or service to an existing order. Increasing the value of your services by adding on a simple upgrade to a cleaning package or a specialized cleaning quote can make all the difference. For example, your client has a basic package for a bathroom cleaning that includes toilet, sink, mirrors, and shower. You notice that the tile grout in the shower needs more attention than your basic service covers. You can offer an upsell of a one-time tile package add on to shine up the shower. As long as you are offering services that your clients need, you will have success using the upsell method. However, if you offer the tile shine add on and they have just had their shower redone, you are not offering it in the best interest of your client and you could risk losing a lot more than you gain.
Most of the time, clients know what they want, but they may not know what it will take. This is where you can create a custom offer for their specific needs by offering one time add-ons for areas that need a bit of extra attention or by upselling a package to include cleaning services that they may not have considered but realize should be done now that you’ve brought it to their attention. Approaching this from the standpoint of providing outstanding customer service and only suggesting what a client truly needs will create trust, returning clientele, and referrals.
This may seem like a lot to handle with everything else you have to do in your day to day business operations. In reality, this can all be easily tracked and maintained within a good Cleaning Services Rating Software provided by Compass Wave. Our programs allow you to customize your maid services options to include upsells and cross-selling, even at the initial client contact. It’s easy to begin by writing out a list of services your company provides and breaking them down into standard services, package services, and add-on services. Once this is done and entered into your Cleaning Services Rating Software, you will always have the option of an upsell or cross-sell at your fingertips.
Creating a variety of packages and price points helps your clients narrow down an overwhelming task while you confidently guide them to their best choice. Start thinking about what you can offer along with the services you already provide. Upselling and cross-selling relevant, timely services that your clients will benefit from, you are sure to have happy clients and a bigger bottom line. Our staff at Compass Wave is happy to help you explore software options that increase your bottom line.