The 3 BEST Ways to Upsell Fall Landscaping Services

Red, yellow, and brown - Every color other than green seem to be outside.

... Which means, it's fall again. And it's the end of grass-growing season.

It's a hard time to be in the green industry, when there's every other color outside except green.

However, I’ve got good news: You can STILL MAKE MONEY through the fall by upselling fall services.

That's why, I've come up with 3 of the best ways to upsell your fall landscaping services:

Unsure of what fall services to offer? Check out this guide to find what works best for your landscaping business.

1. Sell the service when the prospect cares about it.

Selling snow services in July won’t work. Just like, selling mowing services in January won’t work.

People buy things as it becomes relevant to their life. Consumers rarely think ahead - especially about things they don’t want to pay for.

That means you want to hit people with marketing pieces (emails, door hangers, etc... ) about fall cleanups right as the leaves start to fall in their yard.

That’s when the idea of raking their yard begins to weigh on them.

Ask yourself: WHEN will your clients starting thinking about fall services?

… And then, sell them on it at that moment.

2. As the holidays approach, use "family" as the benefit.

The best way to upsell fall services is not the promise of a clean yard or a protected sprinkler system... or even a beautiful light display.

Sales are closed by benefits, not features.

Benefits get to the deeper heart of WHY the person would pay you to do this thing for them.

With Christmas, Hanukkah, and Thanksgiving right around the corner, the best benefit you can sell is:

Time with their loved ones.

Seriously, this is what people are thinking about and idealizing during the holiday season.

Hiring someone (ideally, you) clean their lawn and install Christmas lights gives them more time to spend with their family.

Focus your emails, texts, and in-person conversations around this benefit.

This will close more deals than the promise of any features.

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3. Seal the deal with an offer they can't refuse.

EVERY marketing campaign should have a ridiculously great offer.

... Something that compels the prospect to buy - right now.

Here are examples of a few compelling offers you could use:

1. Savings

Even a small discount can entice your clients to buy your landscaping service upsell.

Obviously though, the bigger the savings, the bigger the temptation.

For example:

"Sign up today for [insert fall service] and receive [state your offer]!"

2. Guarantee (AKA Low-Risk)

Providing a 100% money-back guarantee reduces the risk for the client. Plus, it costs you very little.

Furtmore, clients are more willing to buy into your upsell when you provide them with a satisfaction guarantee.

It's a win-win for everyone.

3. Exclusivity

When launching a new service, it can be wise to limit the number of people you service

This allows you to work out the kinks with understanding customers and avoid overwhelming your crews.

Tell your clients you’re opening this service to them first, because of their loyalty and importance to your business.

Bottom line: Make 'em feel special.

4. Urgency

"Act now or forever have leaves on your lawn"... At least, that's the general idea we're going for here.

In order for clients to act quickly, they need a reason to quickly buy your upsell. This is a little something called, "Urgency."

Here's how you can pitch urgency to your clients: “Our schedule for [insert fall service] is filling VERY quickly.”

Set a deadline, and make them feel like they’re missing out if they skip this offer.

Conclusion

By upselling your fall landscaping services, you can sell smart and make money through the fall.

If you use these strategies:

• timeliness,
• the benefit of family-time,
• and a solid and urgent offer,

I promise you that if you follow these tips, you’ll upsell more services and make more money through the fall.

So what are you waiting for?

Figure out what fall services work for your business and put these money-making strategies to work in your business right now.

Related: 11 Profitable Landscaping Services for the Fall

Originally published Oct 2, 2018 6:00 AM, updated Aug 27, 2019 3:45 PM