How Your Technicians Can Increase Sales In The Field

By Jim Hare, FieldOne

Imagine how much difference just $3 in additional revenue per service order can make to your bottom line. By focusing your field technicians on building relationships as well as utilizing their technical expertise, it’s not unrealistic to target a lot more than $3 in extra revenue per site visit. Read on for three ways your technicians can easily increase revenue with every job they attend.

#1: Upselling and Cross-Selling

Upselling involves generating a little extra revenue by offering the customer something connected with the task on the service order. This might be in the form of higher grade parts at a little more cost or an expansion of the task’s scope for a slightly higher service fee.

Cross-selling is when a technician tries to generate customer interest in another service or product provided by your company. This does not have to relate to the job on the service order and it doesn’t have to be an immediate sale. If your technician can capture an order for the product or service, the sale is assured unless the customer subsequently cancels.

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