We made a resi. Catalog, with pictures of the common products and upgrades we offer. Then its backed up with set pricing, so if they want it, we get paid for it on the spot. Its worked so well, i have contractors call us in on projects they have got, and we show them all the great things we can do for them. Think 95% of projects get some sort of up,sell because we offer something they didnt know about or they didnt think we did. It can be a dimmer, or fan control, or new under cabint lighting with a switch on the wall. Even special colored outlets and switches, we sell those on ever kichen we do, because they didnt know you could get them. Also when it comes time to start a new project, you are the athority. We have customers that call us every year to upgrade there home with products we help them select, and then we install them. Samples work great too. When i go to look at a landscape lighting job for instance, i have a 10 light demo setup, and i schedule at around dusk. If i didnt do that, 50 % of those jobs would get shoped, and we sell more fixtures on the job because they can see the result.
You have to back all this up with making your customer feel like they are the only customer you have. Drop cloths and shop vacs are mandatory.
Also..... Happy Wife, Happy Life! Remember who makes the decisions in a house hold. He will be on the couch if she doesnt get her way. If you can explain it so she understands it, you will get paid to do it.
1 more thing. Remember that if your customer goes to a store to buy something, they pay for it up front. Do this, and you will have happy customers, and the ones that dont, are the ones you didnt want anyway. If you collect money when you go look at the job, you got it, no shopping the job, they are commited to you now.
Track your customers. I know who talks about us positivly the most. Keep them happy, and there referals happy. I can track them back, 10 customers sometimes. That is how you build returning customers. Positive feed back on the cocktail circuit is the best advertising.