Remodelers, Do You Focus on Upselling?

Remodelers, do you focus on upselling?

Change orders often mean that we didn’t get something right at the beginning of the project, but they can also mean we found an opportunity to add value.

Project managers are focused on staying on budget, not on revenue. To think… just a few conversations with the PMs could increase gross revenue without any extra clients.

My wife, Sarah, and I just had another date night at Chai Pani Asheville (highly recommend, BTW), and I couldn’t stop thinking about this.

Every great dining experience is full of upsells, and Chai Pani is no different. We came for the delicious entrees, but before we even considered them, our waiter asked, “What about a Hot Chai or a Mango Lassi? Matchstick Okra Fries?”

With the beautiful environment, the kind people, and all the delicious smells, we obviously had to indulge.

The instant you sit down for any dining experience, you’re being upsold. This drastically increases the average order value, and is a simple part of their training.

Not only does it make them more money, but if we weren’t upsold, our experience wouldn’t have been as good.

In the remodeling business, our impression of change orders hurts revenue and, more importantly, prevents us from giving people the best remodeling experience possible.