Upselling to Higher Profits - February 2020

Upselling to Higher Profits - February 2020 
John DeRosa, Director of Contractor Training, SRS Distribution 

Giving your clients options is an excellent way to differen­tiate yourself and get your clients emotionally invested in their project. Rather than offering a “one-size fits all” type of roofing system, I would strongly suggest contractors educate their prospects on the different options available to them and let the client choose those that best support their vision for the project. Doing this provides a few pow­erful advantages to the contractor:

■ Offering options increases the perceived value of the project and that of the contractor.

■ The more the prospect adds to their project, the more they expect they will be asked to pay.

■ Offering options gives the contractor something to negotiate or take away in the event of a price objection. Read more.