Onsite Upsells: The Hidden $10K on Every Roof
Most commercial roofers are sitting on a goldmine.
Not in new construction. Not in re-roofs.
It’s in the leaks, the patches, the repairs.
Specifically - the upsell opportunities your techs walk past every single day.
Let’s be clear: I’m not talking about turning techs into full-blown salespeople.
I’m talking about equipping them to identify, document, and escalate simple service upsells.
Here’s the reality:
Every roof your tech steps on has more than just the leak.
Most techs are only focused on the leak.
And most companies are leaving $5K–$10K+ per truck, per week on the table.
So let’s break this down.
The 3-Part Framework for Onsite Upsells
We teach this inside our 8-Figure Service Division program, and it works like this:
1. See It – Train Your Techs to Spot Revenue
This doesn’t require years of experience. Just pattern recognition.
Cracked pitch pans
Open laps
Missing sealant
Broken coping
Clogged drains
If your techs can find a leak, they can find 5 other issues while they’re up there.
What they need is permission and clarity.
Start with a single crew. Don’t roll this out to 15 guys on Monday morning.
Choose one tech who’s sharp, coachable, and eager to grow.
Walk them through the goal:
“I want to know what else you see on the roof, above and beyond the leak.”
2. Document It – Photos Sell the Work
This is where 90% of techs fall short.
You don’t need a 10-page report.
You need 5 clean photos, labeled and uploaded from the roof.
✅ Turn the phone sideways
✅ Label the issue (“Open lap, south wall”)
✅ Snap an after photo if they fix it
If the admin or sales rep can’t understand the issue from the photo, it’s not good enough.
3. Escalate It – Build a Clear Hand-Off
What happens after the tech finds the issue?
This is where most companies stall.
The tech tells nobody
The info gets buried in the ticket
Or worse—it sits in their camera roll for 2 weeks
You need a dead-simple rule:
Every upsell-worthy issue gets flagged and handed to sales or service manager the same day.
Use tags in your CRM. Slack. A sticky note if you have to.
Just make it visible and actionable.
What This Could Look Like in Your Business
Let’s say your team handles 15 service requests a week.
On just half of those, the tech finds 1 additional issue that could be addressed on the spot (a minor seam failure, drain blockage, split flashing, etc).
Let’s say the average upsell on each of those is $750.
That’s:
7 extra revenue opportunities per week
$5,250 in added revenue
Over $20K/month - without sending out an estimator, building a proposal deck, or changing your pay plan
No gimmicky sales tactic. No new hires.
Just clear documentation, labeled photos, and a quick conversation with the customer.
Final Takeaway
You don’t need a better crew.
You need a better process.
Most companies have the trucks, the tools, and the techs.
What they don’t have is the framework to turn a $1,000 leak call into a $10,000 project - with zero extra marketing.
Start small. One tech. One truck. One call.
Train your team to see it, document it, and escalate it.
Then stack the wins, one upsell at a time.
Want to see exactly how contractors are generating $100K+ in onsite upsells - with the team they already have?
Join our free 8-Figure Service Division Community:
✅ Full Onsite Upsells Course
✅ $100K in 30 Days Revenue Roadmap
✅ Free trainings + support from growth-focused commercial contractors
