How Roofing Contractors Can Increase Sales by Upselling Leads
Upselling is a powerful skill—especially in the roofing and exterior contracting industry. It helps roofers and contractors capitalize on valuable time and attention they get from existing leads to convey further value and cement more trust in customer relationships.
It also, of course, boosts the bottom line for businesses in an industry that has been growing and will continue to grow. The roofing and siding contractors industry in the U.S. grew 4% per year on average between 2017 and 20221. Other research2 has found that the roofing market is set to reach $156 billion by 2030—demonstrating a compound annual growth rate of 4.3% from 2021 to 2030. Roofers and exterior contractors that build their upselling skills will be the ones to capture more sales in this market poised for growth.
In this post, we explore the strategies that roofing and restoration contractors can use to increase sales by upselling leads.
Get to Know your Customers
Upselling is not about convincing customers to pay more for materials they don’t need or to opt in to service packages that just pad your bottom line. Effective upselling is about delivering real value to customers who will be better served by an upgrade or additional repair.
For roofing and restoration contractors, this means getting familiar with your customers' needs, preferences, and budgets. You can segment your leads based on the services they've inquired about, their budget constraints, and any other relevant factors. Once you have a clear picture of your potential clients, you can tailor your upselling offers to meet their specific needs.
Create Upsell Packages
One way to make upselling a value-add to your customers is to create pre-defined upsell packages that offer a combination of services at a discounted rate. For example, you might offer a “Home Enhancement Package” that includes a roof inspection, exterior painting, and gutting cleaning at a reduced price compared to purchasing each service separately.
Additionally, offering bespoke storm-repair packages can help entice customers to expand their services. For example, you might bundle roof repair and siding replacement services for leads in storm-impacted areas.
Educate your Customers
A well-informed client is more likely to make informed decisions. Educate your leads about the importance of regular maintenance, the benefits of specific upgrades, and the potential risks of neglecting certain services. Providing leads with property reports, aerial imagery, and 3D diagrams are a great way to guide your customers toward a better understanding of their needs and the solutions you can offer.
Timing is Everything
Timing is crucial when it comes to upselling. Identify the right moment to make your offer. More often than not, the initial consultation is the prime opportunity to highlight your services and persuade leads to consider upgrade options. To be effective, you’ll need to have the right measurements and data to ensure you’re providing an accurate estimate.
Effectively Upsell Leads with EagleView Whole Home Property Data
Upselling leads is a powerful strategy that roofing and restoration contractors can use to increase sales and grow their businesses. With EagleView Full House™ Reports, you can access the crucial home property measurements you need to bid, order, and upsell. Get complete and accurate roof, wall, window and door measurements remotely and equip yourself with the data you need to expand your business.
Sources:
- https://www.ibisworld.com/industry-statistics/market-size/roofing-siding-contractors-united-states/
- https://www.alliedmarketresearch.com/roofing-market
- https://www.ecosocsrcc.com/articles/ceterisparibus/economicsandpolicy/The-Psychology-of-Discounting
