drive revenue growth by selling to your existing customers, also called upselling or cross-selling. Most likely, your mobile team is already doing this without much guidance or forethought. We’ve found that 65% of mobile workers are successfully selling to existing customers.
But the question is, how can you reach this audience at the right time, with the right message, in a way that doesn’t make them feel like they’re being sold to during a service visit?
Here are four tips to help set you up for success
get buy-in from leadership for upselling/cross-selling in the field
invest in the best field service management software to make sales fast and easy for your mobile team to do [ai is key]
train your field service employees and contractors on sales tactics
offer incentives to motivate your team
ready to get started? Let’s dig into each of these best america phone number list practices for upselling and cross-selling in field service.
Supercharge field service with ai
learn what high-performing service teams are doing with ai and automation to boost field service productivity.
make the business case for upselling and cross-selling
i’ve spent 15 years of my career in sales and sales leadership roles for software and hardware companies. Most business leaders I speak with are always looking to increase their share of wallet on customer pros and cons of solution selling spend for similar products. They also know that customer trust can lead to more sales.
This makes the business case to use field service technicians as sellers easy to stand up with your leadership team. After all, your mobile team is in the field every day building trust with customers by solving problems for them. Paired together, monetizing every field service visit while leaning into that customer trust sets the stage for revenue growth.
However, it’s not as simple as asking your field service team to sell cmb directory at appointments. While your mobile workers are uniquely positioned to sell, they may not be comfortable selling, prepared to sell, or even interested in selling.