In 2025, the construction materials market continues to evolve rapidly with changing contractor needs, increased competition, and the growing influence of data-driven decisions. Upselling related construction supplies—such as accessories, add-ons, or premium-grade materials—remains a critical tactic to boost sales volume and enhance customer value. However, to succeed, upselling strategies must be more informed, timely, and customer-focused than ever before.
Here are key ways to improve upselling strategies in the current market landscape:
Understand Project Requirements in Detail
Contractors are more likely to respond to upsell suggestions when they are context-specific. Train sales teams to ask the right questions and gather detailed information about each project. Understanding the scope, budget, and timelines helps recommend complementary products that genuinely add value rather than seem unnecessary.
Use Purchase History and Sales Data
Leverage CRM and sales analytics tools to review what customers have purchased in the past. For example, if a customer frequently buys fiber cement siding, suggesting related items like matching trim boards, fasteners, or weather barriers can feel intuitive and helpful. Personalized suggestions based on purchase behavior lead to better acceptance rates.
Bundle Products Thoughtfully
Creating curated bundles of commonly purchased or complementary items can streamline ordering and increase the overall value of each transaction. Offer optional upgrade bundles with a clear cost-benefit breakdown, showcasing both performance and durability advantages.
Train Sales Teams on Product Knowledge
Sales representatives must thoroughly understand how products work together. When reps are well-versed in the technical compatibility of materials and can explain the advantages of premium or complementary products, they’re better equipped to make persuasive recommendations that feel less like a sales pitch and more like professional guidance.
Integrate Upsell Prompts into Digital Channels
In 2025, many buyers use online portals and digital catalogs. Incorporate upsell prompts during the checkout process or on product pages. Displaying “frequently bought together” sections or offering limited-time discounts on related items can nudge buyers toward upgrading or adding to their cart.
Offer Volume Incentives
Encourage upselling by providing tiered pricing or volume-based discounts. For bulk orders, offering a small discount on add-on items (e.g., sealants, adhesives, connectors) can persuade customers to increase their order size while enhancing project efficiency.
Address Objections Proactively
Understand common objections to upselling—such as cost, delivery time, or perceived necessity—and address them with clear, factual responses. Providing case studies or testimonials about how the added product improved performance or efficiency builds trust and lowers resistance.
Align With Sustainability Trends
As eco-conscious construction practices continue to rise, upsell options that improve energy efficiency, reduce waste, or offer LEED points can be positioned as sustainable upgrades rather than costly extras. Positioning these products within the broader environmental goals of the project can enhance acceptance.
Conclusion
Improving upselling strategies in 2025 requires a smarter, data-backed approach focused on customer needs, project insights, and clear product value. By aligning upselling efforts with contractor goals and leveraging digital tools and trained staff, distributors and sales teams can increase revenue while strengthening customer relationships.
