Upselling Strategies for Electricians
How Electricians Can Upsell Smartly & Secure Repeat Business
Duration:
60 minutes total
Presentation: 45 mins
Q&A: 15 mins
Agenda:
Welcome & Introduction (5 mins)
Why Upselling Matters in Today’s Electrical Business (5 mins)
Understanding Your Customer: The Key to Successful Upselling (10 mins)
Upselling During Service Calls: What to Offer and When (10 mins)
Long-Term Strategy: Scheduling Future Work Like EICRs (10 mins)
Case Study & Script Examples (5 mins)
Summary & Takeaway Actions (5 mins)
Q&A (15 mins)
Webinar Content:
1. Welcome & Introduction (5 mins)
Introduce yourself and your background.
Brief overview of what attendees will learn.
“Today’s session is all about helping you earn more from the work you’re already doing — by understanding your customers better and offering the right products and services at the right time.”
2. Why Upselling Matters (5 mins)
Margins on labour are tight — materials and upsells can significantly boost profit.
Today’s homeowners and business owners are open to added convenience, safety, and energy-saving solutions — if they’re presented professionally.
Emphasise: Upselling is about adding value, not pushing unnecessary products.
3. Understanding Your Customer (10 mins)
Every upsell starts with knowing who you’re working for:
Domestic vs commercial
Owner-occupier vs landlord
Tech-savvy vs traditional
Look at your previous invoices:
What service did they buy?
What does that suggest they didn’t buy — but could have used?
Build a profile:
If they installed outdoor lighting — did they consider smart switches or motion sensors?
If it was a consumer unit upgrade — did they ask about surge protection or smart monitoring?
Tip: Keep a checklist of common services + potential add-ons.
4. Upselling During Service Calls (10 mins)
How to introduce upsells without being pushy:
Observe: As you work, look for signs they might benefit from a related upgrade.
Ask: “Have you ever considered...?” instead of “You need to buy...”
Offer options: “There are a couple of smart features that could make this setup safer and more convenient.”
Be confident: You’re the expert — if it adds value, it’s your job to say so.
Examples:
New socket install → offer USB charging sockets.
Garden lighting → upsell timers or Wi-Fi control.
Fuse board → mention SPD, AFDDs, smart monitoring.
5. Book Future Work on the Spot: The Power of Install Day (10 mins)
Don’t let the end of the job be the end of the relationship.
When completing a job, make it standard to note:
The installation date
What was installed
Who signed it off
Explain to the client:
“Electrical Condition Reports are required every X years — I’ll pop you into the system and give you a reminder in 3 years. Does that sound good?”
Set a recurring reminder in your CRM or phone. Offer to book it then and there — like a dentist books your next check-up.
Bonus: This also builds trust and shows you’re a long-term professional, not a one-off tradesperson.
6. Case Study & Script Examples (5 mins)
Share a brief example:
“We installed a new board in July 2022 for a landlord with 4 properties. At the time, we offered EICR reminders. In 2023, we booked 4 reports in one week — no advertising, just smart planning.”
Simple upsell scripts:
“A lot of our customers who do X also find Y really useful — would you like me to show you that?”
“Since we’re already in the wall doing this, it’s a good time to consider upgrading this while access is easy.”
“I’ve made a note to follow up with your EICR in 2028 — I’ll reach out then. Or would you like to pencil it in now?”
7. Summary & Takeaway Actions (5 mins)
Key Takeaways:
Upselling is about identifying needs, not making hard sells.
Use every install as a chance to offer future-proofing options.
Keep records of install dates to trigger repeat business.
Build trust and margins with every job you do.
Action Plan for attendees:
Create a list of top 5 services you offer.
For each, list 2–3 upsells or add-ons.
Start noting install dates this week — even in your phone calendar.
Create a simple upsell script and test it this week.
8. Q&A (15 mins)
Encourage attendees to share real scenarios they’ve faced and workshop how to upsell in those contexts.
Link to the webinar resource Upselling Workbook for Electricians
