3 Ways To Market Your Field Service Operation On Every Site Visit

By Jim Hare, FieldOne

If you haven’t yet included some marketing skills in your field service employees’ development, you’re missing a trick that could add valuable revenue to your bottom line. Every time one of your agents visits a customer’s site, he or she can take advantage of opportunities to market your business - If trained to do so. If you’re curious as to how your business might benefit from technicians or agents with marketing talent, here are three ways in they can get you more from every service visit.

Upselling and Other Sales Opportunities

With appropriate training, your field service agents can make use of their time at a customer’s site to investigate sales opportunities. Perhaps the customer can benefit from other services that your company provides. Maybe the technician can enlighten the customer to the benefits of an equipment upgrade. While care must be taken to avoid unwelcome persistence, some subtle marketing, as part of the regular chat between technician and customer, can often be more successful than direct marketing activity from your sales team. Customers may be less “on guard” when discussing their business with a technician, since they don’t necessarily expect any sales activity to be taking place.

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