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How to Upsell and Cross-Sell Pest Control Services

Published on January 30, 2020

By effectively upselling and cross-selling pest control services to existing clients, you won't have to focus as many resources on winning new clients.

Since your current clients already have a relationship with your business, you don't have to spend additional resources to convert them. After all, they've already made the initial conversion.

By upselling and cross-selling pest control services to existing clients, you'll save time and money spent on marketing efforts and:

  • Increase profits
  • Build up recurring revenue
  • Cultivate long-lasting client relationships

Use the information in this article effectively upsell and cross-sell pest control services to existing clients and immediately begin increasing revenue today!

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The Power of Upselling and Cross-Selling Pest Control Services

Before we dive in, let's discuss why upselling and cross-selling your pest control services is an integral part in increasing profits.

Did you know it's 5-25X more costly to acquire new clients than it is to keep an existing one?

In addition, existing clients are 60-70% more likely to buy again from your business. Whereas, prospects are only 5-20% likely to initially convert.

In fact, existing clients are 50% more likely to try new services and products in comparison to prospects.

Plus, even if a lead converts into a client, they many only be a one-time service that's not necessarily loyal to your business.

For these reasons, your happiest, most loyal clients are the ultimate key to sustainably increasing profits in the long-term.

Establish Recurring Revenue With Upsells

If you’re not upselling one-time clients into scheduling a yearly or monthly maintenance package, then you're essentially leaving money on the table.

By creating the perfect offer, you can can begin effectively upselling and cross-selling your services today!

Here's the formula for the perfect offer: Target + Desired Result + Urgency + Incredible Value = The Perfect Offer

  • Target: existing clients
  • Desired result: upsell or cross-sell
  • Urgency: deadline
  • Incredible value: the actual offer or discount

In order to truly understand how to replicate incredible value, you must first ask yourself:

  • How can you add value?
  • What's the best competitive price?
  • How can you make it an easy “yes” for clients?
  • How can you GUARANTEE you’ll meet profit goals based on the offer?

Take a look at a few examples of incredible value:

  • Free
  • Value add/bundles
  • Discounting correctly
  • Attention-grabbing risk-reversal

For example, here's a cross-sell offer you might run for all existing clients without mosquito packages:

  • Mosquitoes bugging you? Let the experts hand it! We at [insert pest control business name] can help you enjoy your backyard all summer long. Get 25% OFF when you sign up before June 3!

Alternatively, here's an upsell offer you might run on existing clients who have previously purchased one-time termite services:

  • Termites got you down? Protect your home with our Premium Termite Defense Package! Sign up before May 1 to receive 25% OFF annually recurring termite services + damage repair + 4 free inspections!

Likewise, here's an example of an upsell to existing one-time general pest control service clients:

  • Did you know that even if you treat the interior of your home, pests can STILL invade it when you don't properly treat your home's exterior? The only true protection is with our Premier Home Defense Package! Sign up before June 1 to get 25% OFF + free monthly inspections!

How to Cross-Sell to Existing Clients

Cross-selling is similar to upselling. However, when you cross-sell, instead of upgrading a one-time only plan to a monthly contract of the same service, you’re selling a client a service unrelated to the one they’re already using. 

For example, here are a few pest control services you can cross-sell:

  • Ant removal
  • Bee removal
  • Snake removal
  • Rodent removal

As your team conducts their inspections and services, have them be on the lookout for other problem areas on the property. Then, they can take pictures and document their findings to notify the client.

By the way, you can easily document these findings and upload the pictures to the client's profile using Service Autopilot!

Plus, by cross-selling existing clients, you’re:

  • Increasing the client’s overall lifetime value
  • Informing your client of other services you offer
  • Prioritizing the client's best interest by detecting something you weren’t hired to do

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Combine Services to Develop High-Profit Packages

By combining upsells and cross-sells (e.g. termite and monthly pest control maintenance) into one package deal, you can charge more premium prices.

However, if you opt not to combine certain services, you can indirectly sell to them by informing them which services aren't included in their current monthly pest control package.

In order to create other types of packages, here are some other packages you can create:

  • Exterior and interior treatments
  • Termite inspection, treatment, potential damage repairs, and protection

Plus, if you convince clients to schedule this as a recurring service, you’ll stand to make even more profit with the package.

Automate Your Upsell and Cross-Sell Campaign

With the #1 pest control software, you'll have the power to put your upsell and cross-sell campaign on autopilot.

For example, you can set up the email or text campaign and desired triggers, then let Service Autopilot do the rest!

Plus, you can use Service Autopilot's automations to automate your other most time-consuming daily tasks:

  • Reports
  • Surveys
  • Invoices
  • Team to do's
  • Estimate follow-ups
  • Past due reminders

In addition, Service Autopilot has the power to streamline your everyday operations and increase revenue with endless hours saved each week.

Automations is the  #1 way to follow up  with clients. If you’re not using it, your business might still be successful - but it won’t grow. 

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In Service Autopilot, our automations send emails and texts to:​

Every lead after an estimate is completed
Clients after their property has been serviced​
Remind leads and clients to send you customer feedback​
Update outdated or declined payment information​
Inform them when a service can’t be completed due to unforeseen circumstances (i.e. weather)​
Remind them of maintenance tips (i.e. putting a cover on the outdoor faucet before the winter)​
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Begin Upselling and Cross-Selling Pest Control Services Today

Whether your business is stuck in stagnant growth, or you're looking for more effective ways to grow, upselling and cross-selling your pest control services is one of the easiest ways to:

  • Increase recurring revenue
  • Push beyond growth bottlenecks
  • Cultivate long-lasting relationships with clients
  • Redirect some resources for lead acquisition into other areas of the business

Starting upselling and cross-selling your pest control services today to sustainably grow your business long-term using the existing clients you already have!


Related: The Complete Manual for Pest Control Marketing


Originally published January 30, 2020 7:00 AM, updated Nov 8, 2022 5:49 PM

Alyssa Sanders

Alyssa is the Team Lead of Creative Marketing at Xplor Field Services. When she's not writing or creating content, you can find her watching a new sci-fi series or shoving her nose into a book.
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