Business growth starts with existing clients

OCS Influencer Cindy Code says that upselling doesn’t have to feel like selling.

For landscape contractors, some of the best opportunities come from simply showing clients how additional services can make their property healthier, more attractive and more enjoyable. The key is to focus on improvements homeowners can see, experience and appreciate right away. 

Mosquito control is a great example. Your clients have invested in patios, outdoor kitchens, fire pits and beautiful landscapes because they want to spend time outside. Mosquitoes can quickly send them back indoors. Adding mosquito control to a maintenance package provides an easy-to-understand benefit: more comfortable evenings and more time enjoying the backyard. You’re not just selling a treatment; you’re helping them use the outdoor space they’ve invested in. 

Plant health and nutrient services are another natural extension of regular maintenance. Your crews already see the property on a consistent basis and can identify shrubs, trees and ornamentals that are struggling or simply not performing at their best. Talk with clients about protecting their landscape investment through proper nutrition and proactive care. Healthier plants, stronger growth and better color are results homeowners can see, and take pride in. 

Don’t overlook small enhancement projects either. Walk the property with a fresh set of eyes. Is there an unused corner that could become a natural seating area? Could a stone pathway lead clients through their landscape to a shaded spot for a bench or Adirondack chairs? Could landscape lighting, new plantings or a defined bed turn an overlooked area into something special? These projects don’t have to involve a complete backyard renovation. In fact, smaller enhancements can be easier for clients to say yes to and can create an immediate sense of transformation. 

Most importantly, make recommendations based on how your clients live. Ask where they spend time outside, what they enjoy about their yard and what keeps them from using it more. That changes the conversation from “Would you like to add another service?” to “Here’s something we can do to help you enjoy your property even more.” That’s an upsell that delivers value to the client, strengthens the relationship and creates additional revenue for your company.