Upselling Helps Boost the Bottom Line

摘要

Aservice technician makes a routine repair call to a house to fix the surface ignitor on a furnace. While there, he notices the house lacks a humidifier. This creates an opportunity for an upsell. Upselling, when done right, creates an increased income opportunity for contractors. Consumers today are better informed than ever, said Jim Patterson. He operates as both a contractor and a manufacturer, so he already knows most of his products well. Patterson owns Orchard Valley Heating and Cooling in Southhampton, Massachusetts, as well as JB Solutions Inc. He said a company trying to sell an extra product needs to know how it really works and how it benefits the homeowner. "You have to know more than how a furnace works," Patterson said. "You have to know how a house works."