Congratulations on starting your home service business! Whether you’re cleaning windows, mowing lawns, or fixing HVAC systems, you’re already helping customers solve important problems.
But have you ever finished a job and thought, “They really could’ve used this other service too”? That’s where upselling comes in.
In this guide, we’ll explain what upselling is, when to offer it, which services make great add-ons, and how to do it without feeling pushy. Let’s turn one-time jobs into long-term value—for both you and your customers.
What Is Upselling?
A simple definition of upselling, from Merriam-Webster Dictionary, is “to try to convince (a customer) to purchase something additional or at a higher cost.” In other words, upselling is offering an extra service that enhances or complements the one your customer originally requested.
You might be thinking, “I hate when people try to upsell me!”—and that’s valid. Pushy upselling usually happens when someone tries to sell something you don’t actually need.
But when done right, upselling in a home service business is about making helpful recommendations that offer real value, either now or in the future.
For example, if you’re already cleaning windows, offering to clean the gutters while you’re there could prevent water damage. It’s a win-win.
How Upselling Differs From Cross-Selling
Upselling is about offering a better or upgraded version of the service your customer is already buying.
Cross-selling focuses on additional products or services that complement the original.
For example:
- Upsell: Offering a more energy-efficient HVAC unit during a replacement.
- Cross-sell: Recommending a seasonal maintenance plan after a repair.
Benefits of Upselling for Home Service Businesses
When you understand what upselling is and apply it effectively, you can unlock major benefits for your business, including:
- Increase revenue without needing more customers
- Stronger customer relationships through helpful recommendations
- Greater trust and referrals when customers see you’re looking out for them
5 Easy Upsells for Home Services
Not sure where to start with upselling? Here are five simple ways to offer valuable upgrades that benefit your customers and boost your revenue—without feeling pushy.
- Window Cleaning
Upsell: Screen cleaning, hard water stain removal
Help your customers get the most out of their window service with a crystal-clear finish. Offering to clean screens or remove tough hard water spots enhances the final result and leaves a lasting impression.
Paz Window Cleaning provides a quick glimpse into how they charge for window screen cleaning.
- Landscaping
Upsell: Mulching, fertilization, bush trimming
Take a basic mowing or maintenance visit to the next level by suggesting seasonal add-ons like mulch, fertilizer, or neatly trimmed hedges. These upgrades improve curb appeal and show attention to detail.
- Pressure Washing
Upsell: Surface sealing, deck cleaning, driveway cleaning
Once a customer sees the transformation of their siding or patio, it’s a natural opportunity to suggest expanding the service to their deck, driveway, or sealing surfaces to keep them looking fresh longer.
- HVAC Services
Upsell: Filter replacement, duct cleaning
A basic repair or seasonal tune-up can be elevated by offering extras like filter changes or duct cleaning. These not only improve system efficiency but also show that you’re thinking ahead for the customer’s long-term comfort.
- House Cleaning
Upsell: Oven cleaning, baseboard deep clean, inside fridge
Standard cleaning services can be upgraded with detailed touches that busy homeowners often skip. Suggesting a deep clean for the oven, baseboards, or fridge adds real value to your visit.
When to Upsell
Now that you understand what upselling is and how it can benefit your business, you might be wondering: When is the right time to offer these upgrades?
Timing is key. A well-timed upsell can feel helpful and thoughtful—not pushy. Here are a few great moments to introduce upsell opportunities:
Before the Job
While preparing an estimate, suggest services that could enhance the final results. For example, if you’re offering window cleaning, the glass might come out spotless—but dirty screens could still block the view. Including screen cleaning in your estimate shows how you’re thinking about the bigger picture.
During the Job
Sometimes the best upsell opportunities appear while you’re already working. Let’s say you’re mowing a lawn and notice overgrown bushes hiding the home’s charm. You could suggest trimming the bushes for a small additional fee to give the property a cleaner, more polished look.
After the Job
Upselling doesn’t have to end when the job does. After completing a service, mention future upgrades or maintenance that would benefit your customer. For instance, if you’ve just installed a new furnace, you could recommend an HVAC maintenance package to keep their system running efficiently for years to come.
Pro Tip: Take photos or jot down quick notes during the job to highlight potential upsell opportunities for next time. It’s a great way to show you care about ongoing service and not just one-off jobs.
Final Thoughts: Turn One Job Into Ongoing Value
Once you understand what upselling is and how to use it authentically, it becomes a valuable way to grow your business and support your customers. Focus on providing real value, personalize your suggestions, and ask instead of assuming.
Tools like Project 2 Payment make it easy to add upsell options directly into your digital estimates and track customer notes for next time—so you’re always ready with a smart recommendation.
Ready to streamline your upselling strategy?
Try Project 2 Payment, the all-in-one app that helps you estimate, schedule, invoice, and get paid, all while boosting your bottom line.
