A short instructional YouTube video (Phil Risher) explaining how small businesses can increase cross-selling by incentivizing technicians and tracking leads. Recommends simple tracking methods (Google Form, leads board, CRM attribution) and emphasizes passing leads between employees so customers leverage existing trust while employees gain incentive to sell additional services.
Cross selling between employees is crucial to any small business. So if you have a technician that's going out, that's doing one job, and they could potentially uncover a lead for another job, then this is what you need to do to incentivize them to do this. The first thing is to track that lead somehow. So if you don't have a way to track this, you can set up a Google form, something as simple as that, that fills out a form and sends a notification off to the other technician and, and then you can get notification of that. The other thing that you can do is as they come back into the office, you can have a leads board that you can keep track of leads that are passed from one employee to the next to keep track of those things. Typically inside of a CRM, a client relationship manager, you can attach where this lead came from, and you'll want to track that back to your employees. What we found is that if you can incentivize your employees to pass leads back and forth between two different channels, the customer already knows, likes, and trusts you. And on top of that, the employees get another incentive to sell something else.
