Running a cleaning business can be highly profitable, but the industry is competitive. Many cleaning companies focus on securing new clients as their primary growth strategy, often overlooking a powerful tool for increasing revenue: upselling and cross-selling. These techniques can help you get more value from your existing customer base by offering them additional services or products they may not have initially considered.

In this post, we’ll explore upsell and cross-sell strategies that cleaning businesses can implement to maximize profits and build stronger relationships with clients.

What is Upselling and Cross-Selling?

Before we dive into the strategies, let's define the key terms:

• Upselling: Offering an upgraded or premium version of the service the client has already purchased or plans to purchase. For example, if a client has booked a standard cleaning, you can suggest a deep cleaning service for a higher fee.

• Cross-selling: Recommending additional services or products that complement the original service. For instance, if a client has booked a house cleaning, you could offer carpet cleaning or window washing as a separate, add-on service.

Both strategies are powerful tools for increasing the average transaction value, improving customer satisfaction, and boosting overall revenue without the need to acquire new clients. Now, let's explore how to implement these tactics in your cleaning business.

1. Offer Premium or Specialized Cleaning Packages (Upselling)

One of the most straightforward upsell strategies is to offer premium or specialized cleaning packages. While many clients may start by booking a basic cleaning, there are opportunities to upsell them on services that offer more comprehensive care.

Example Upsell Options:

• Deep Cleaning Services: Suggest a more thorough, detailed cleaning that includes areas not usually covered in a standard cleaning (baseboards, ceiling fans, behind furniture).

• Eco-Friendly Cleaning: Offer an eco-friendly or green cleaning package that uses environmentally safe products, which appeals to health-conscious or environmentally aware customers.

• Recurring Service Discounts: If a client books a one-time cleaning, offer a discount on recurring weekly or monthly services. This not only increases the transaction value but also ensures long-term business.

Upsell Pitch Example:

"For just $50 more, we can upgrade your regular cleaning to a deep cleaning, which includes areas like baseboards and window sills that don’t typically get attention in a standard clean. It’s a great way to refresh your entire home!"

2. Bundle Related Services Together (Cross-Selling)

Cross-selling involves offering complementary services or products to increase the overall value of each customer’s booking. Bundling related services is an effective way to encourage clients to purchase more without feeling overwhelmed by too many choices.

Example Cross-Sell Bundles:

• Carpet Cleaning Add-Ons: If a client books a regular house cleaning, offer to include carpet or upholstery cleaning at a discounted price.

• Window Cleaning Packages: Combine your regular cleaning service with window cleaning, giving clients a comprehensive option that handles both interiors and exteriors.

• Move-In/Move-Out Packages: Combine home cleaning with additional services like appliance cleaning, floor waxing, or wall scrubbing for clients who are moving.

Cross-Sell Pitch Example:

"Did you know we also offer carpet cleaning? Since you’ve booked a full house cleaning, we can include carpet cleaning for just $30 more—it’s a great way to freshen up your home completely!"

3. Introduce Seasonal or Specialized Offers

Creating seasonal offers or limited-time promotions is another smart way to increase upsell and cross-sell opportunities. Special offers encourage clients to take advantage of deals while they’re available, helping you sell additional services they might not normally consider.

Seasonal Examples:

• Spring Cleaning Packages: Offer a special deep cleaning package during the spring season that focuses on decluttering, organizing, and detailed cleaning.

• Holiday Preparation Packages: During the holiday season, offer a package that includes home cleaning, carpet shampooing, and window washing to get homes ready for hosting.

• Post-Construction Cleaning: For clients who have just completed home renovations, offer specialized post-construction cleaning services to handle dust and debris.

These seasonal packages allow you to introduce additional services that feel timely and relevant, increasing the chances that customers will opt in.

4. Leverage SMS and Email Marketing for Upsell Opportunities

Upselling and cross-selling don’t always have to happen during the booking process. You can send follow-up emails or SMS messages to offer additional services after a client has already scheduled a cleaning. This allows you to gently remind clients of available add-ons they might not have considered initially.

How to Use Email and SMS for Upselling:

• Follow-Up Offers: After a customer books a cleaning service, send them a follow-up email with an offer to add extra services at a discounted rate.

• Thank You and Upsell: After completing a service, send a thank-you message along with an offer for a discounted deep cleaning, window washing, or carpet cleaning if they book within the next month.

Example SMS Upsell:

"Thanks for booking with us, Sarah! We’re excited to clean your home on Friday. Would you like to add carpet cleaning for just $20 more? Reply YES to add this service!"

5. Create Loyalty Programs that Encourage Higher Spending

Implementing a loyalty or rewards program is a great way to upsell and cross-sell, as it encourages clients to spend more to unlock exclusive discounts, rewards, or free services. When customers feel they’re getting added value, they’re more likely to add additional services or opt for higher-tier packages.

Loyalty Program Ideas:

• Points System: Offer points for each cleaning service purchased. Once they accumulate enough points, they can redeem them for a free service like carpet cleaning or a discount on their next cleaning.

• Exclusive Upgrades: For loyal customers, offer free upgrades like a deep cleaning or window washing after they’ve booked a certain number of regular cleanings.

This helps increase customer retention while driving higher spending over time.

6. Train Your Staff to Upsell and Cross-Sell During Service

Your cleaning staff is a valuable resource for upselling and cross-selling. Train your team to recognize opportunities where additional services may be needed and to suggest them to clients in a non-pushy, helpful manner.

Example:

If a cleaner notices that a client’s carpets are stained or their windows are particularly dirty, they could suggest adding carpet or window cleaning to the next scheduled service.

Training your team to identify these opportunities and communicate them effectively can lead to a natural upsell or cross-sell that enhances customer satisfaction.

7. Offer Discounts for Bundling Services

Price bundling is one of the most effective cross-selling strategies. By offering a discount for bundling multiple services, you can make it more attractive for customers to purchase additional services all at once.

Example Bundle Discount:

• “Whole Home” Cleaning Package: Offer a full house cleaning, carpet cleaning, and window washing as a bundled package for 20% off compared to booking the services separately.

This not only increases your revenue per client but also provides more value to the customer, making them feel they’re getting a good deal.

8. Provide Value-Added Products Alongside Services

In addition to upselling and cross-selling services, you can also introduce related products that complement your cleaning services. For example, if your cleaning business uses eco-friendly cleaning products, you can offer to sell those products to customers for at-home use between scheduled cleanings.

Example Products to Sell:

• Eco-friendly cleaning solutions

• Stain removal kits

• Air fresheners or deodorizers

Offering products in combination with your services allows you to diversify your revenue stream and give clients more value.

9. Incentivize Referrals with Cross-Sell Offers

Finally, use your existing clients to bring in new business by offering referral discounts that include cross-sell options. For example, if a client refers a friend, both the referrer and the new client could get a discount on an additional service, such as carpet or window cleaning.

This incentivizes your current clients to spread the word while simultaneously cross-selling additional services.

Conclusion

By implementing upsell and cross-sell strategies, cleaning businesses can significantly increase revenue without having to acquire new clients constantly. Offering premium packages, bundling services, introducing seasonal promotions, and utilizing follow-up marketing are all effective ways to maximize profits.

Remember, the key to successful upselling and cross-selling is to focus on adding value for the client while making the decision to purchase additional services easy and appealing. With these strategies in place, your cleaning business can grow its bottom line and enhance customer satisfaction at the same time.