The Secret to Bigger Pest Control Sales
Do you recall walking into a coffee shop for a simple black coffee and walking out with a large vanilla latte, an extra espresso, and a muffin? That’s upselling and cross-selling at work—and the game is no different in pest control.
If you only sell basic pest control services, you’re leaving money on the table. The best pest control companies don’t just solve one problem—they provide total home protection by offering additional services that customers actually need.
This guide will explain how to upsell and cross-sell the right way without annoying customers, pushing too hard, or losing trust. The goal? Bigger sales, happier clients, and a pest-free home that keeps them calling you back.
What is Upselling and Why It Works
Upselling Defined
Upselling offers a premium version of the service a customer is buying. Instead of a one-time treatment, you offer a quarterly maintenance plan. Instead of basic pest control, you sell a comprehensive package that includes termite prevention and mosquito control.
Examples of Upselling in Pest Control
- Offering monthly or quarterly pest plans instead of a one-time service.
- Selling rodent-proofing and exclusion work after a general pest treatment.
- Upgrading a customer from a basic treatment to a premium “all-season” protection plan.
| Why It Works |
|---|
| Customers already trust you—they’re more likely to invest in long-term solutions than gamble on short-term fixes. |
Cross-Selling: How to Offer the Right Add-Ons
Cross-Selling Defined
Cross-selling means offering additional services that complement what the customer is already buying. Think of it as solving problems before they happen—not just eliminating pests but preventing them from returning.
Examples of Cross-Selling in Pest Control
- Adding termite inspections for customers buying mosquito or general pest control.
- Selling yard treatment for ticks and fleas to customers with pets.
- Offering wildlife control services (like raccoon or squirrel removal) to customers with attics or crawl spaces.
| Why It Works |
| Customers prefer one trusted provider instead of hiring multiple companies for different pest issues. |
How to Spot Opportunities for Upselling
Not every customer is ready for a big upgrade. But if you know what to look for, you can spot perfect upselling moments without forcing it.
Look for These Signs
- Recurring Problems—If a customer calls you every few months with the same issue, offer them a maintenance plan instead of a one-time fix.
- High-Risk Homes – Homes in wooded areas, humid climates, or older buildings need more protection. Sell them on termite and moisture control before problems start.
- Pet Owners—If a customer has dogs or cats, they’re likely worried about fleas and ticks, which is perfect for an add-on treatment.
- Customer Concerns – If customers say, “I hate spiders” or “I can’t stand roaches”, they might be willing to pay extra for prevention services.
Cross-Selling Strategies That Actually Work
1. Bundling Related Services
People love packages. Instead of selling pest control and mosquito treatment separately, bundle them together for a small discount.
Example: “Most homeowners in this area add a termite check to their pest service. I can add it today for just $XX.”
2. Timing It Right
The best time to cross-sell is during an active service call—when customers already see the value in what you’re doing.
Example: “Since we’re already treating for ants, this would be a good time to add a rodent station—especially since I see droppings near your garage.”
3. Using Email Marketing & Follow-Ups
Not everyone buys on the spot. Follow up with email reminders and special offers after the visit.
Example: Send a “Seasonal Pest Alert” email explaining why mosquito control is essential before summer and offer a limited-time discount.
4. Promoting Add-Ons During Routine Visits
Your technicians are the best salespeople because they see problems firsthand. Train them to recommend add-ons in a way that feels helpful, not pushy.
Example: “Your crawl space has some moisture buildup—this is the kind of environment where termites thrive. I’d recommend a preventative treatment before it becomes a big issue.”
Training Your Team to Sell Without “Selling”
| Pro Tip |
| If you’re not training your team on upselling and cross-selling, you’re leaving money on the table. |
Nobody likes pushy salespeople. But done right, upselling and cross-selling should feel like helping the customer make a smart decision, not convincing them to buy something extra. With the right Pest Control Sales Training, you can learn how to identify customer needs, offer relevant solutions, and increase sales while building trust and long-term relationships.
Sales Training Tips for Pest Control Teams:
- Teach technicians how to identify upsell opportunities (moisture issues, pet owners, seasonal changes).
- Make sure they know how to explain the value—not just the price.
- Use real-world examples from past customers.
- Offer incentives—bonuses for successful upsells keep the team motivated.
Leveraging Technology to Increase Sales
If you’re still managing customer records on paper, you’re working harder than you need to. AI-driven CRMs and smart scheduling tools help you upsell and cross-sell without extra effort.
How AI and Tech Can Help:
- Automated Follow-Ups – Your CRM should remind you when a customer is due for another service.
- Smart Lead Scoring – AI can predict which customers will most likely buy premium services.
- AI-Generated Follow-Ups – AI can send personalized email offers automatically.
Need help setting this up? Check out D2D Experts’ Sales Training.
Overcoming Common Objections
“I just want the basic service.”
Response: “I totally get that! But I always recommend at least looking at long-term protection—it’s cheaper than calling us back if the problem comes back.”
“That sounds expensive.”
Response: “Compared to fixing termite damage, this is actually a smart investment. I’ve seen homeowners spend thousands because they waited too long.”
“I need to think about it.”
Response: “Totally fair. Just know that if you bundle today, you’ll save $XX compared to adding it later.”
FAQs
1. What are examples of upselling and cross-selling in pest control?
In the pest control industry, upselling involves encouraging customers to purchase a more comprehensive or premium service than they initially intended, while cross-selling entails offering additional, complementary services. Here are some examples:
- Upselling: If a customer requests a basic pest control service, you might suggest upgrading to a more comprehensive package that includes additional treatments or more frequent visits to keep their property pest-free all year round.
- Cross-selling: When servicing a property for general pests, you could recommend adding termite control services, addressing potential issues, and providing a complete solution to the customer’s pest management needs.
2. How can I increase sales in my pest control business?
Boosting sales in your pest control business can be achieved through several strategic approaches:
- Understand Your Customers’ Needs: Conduct thorough assessments during inspections and interactions to identify issues with common household pests, enabling you to offer personalized solutions.
- Educate Your Team: Ensure your technicians and sales representatives are well-versed in all the services your business offers, providing them with scripts or talking points to confidently recommend services to customers.
- Leverage Automation: Utilize software to send targeted email offers based on customer service history and set up reminder systems for seasonal upsell opportunities.
3. What are some best practices for implementing upselling and cross-selling strategies in pest control?
Effective upselling and cross-selling require a thoughtful approach:
- Personalized Recommendations: Tailor your suggestions based on each customer’s specific needs and history to ensure relevance and increase acceptance.
- Train Your Team: Equip your technicians and sales staff with the knowledge and tools to identify opportunities and effectively communicate the value of additional services.
- Simplify the Process: Offer clear information and multiple payment options to make it easy for customers to understand and opt into extra services.
Final Thoughts: Make More Money Without More Work
If you work in pest control, you’re already doing the hard part—earning the customer’s trust.
The next step? Offering them more value (and making more money in the process). Upselling and cross-selling aren’t just about higher sales—they’re about protecting your customers.
Want to train your team to close more deals? Check out D2D Experts Sales Training.
Albert Brand boasts over a decade of expertise in the telecommunications industry, with a particular emphasis on fiber optics sales. His rich career spans both corporate roles and entrepreneurial ventures in sales fulfillment. With a proven track record in door-to-door sales, especially in the fiber optics domain, Albert has seamlessly bridged the gap between corporate leadership and hands-on sales, showcasing his versatility and commitment to excellence in this specialized field.
