Increasing sales matters. After all, it’s what keeps your team busy and your electrical business growing. However, growth doesn’t always mean that your technicians are actively driving sales in the field, chasing leads, or slashing prices.
Often, sales can be increased by improving the way you sell, from that very first phone call to the final invoice.
There are all kinds of ways to make more from every job. You can:
Deliver standout customer service
Dispatch more strategically
Price jobs with accuracy and consistency
Present multiple service options
Automate the key parts of your sales cycle
Train CSRs and techs to sell with more confidence
Educate your customers along the way
Invest in marketing that actually brings in calls
Create more natural opportunities for upselling
And finally, encourage happy customers to spread the word
In this guide, we’ll walk you through each of these strategies. We’ll also give you the tools and tips that turn everyday jobs into big wins, using ServiceTitan’s all-in-one electrical contractor software.
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1. Focus on Customer Service
Great service attracts five-star reviews, but did you know it also brings customers back, builds trust, and sets the stage for higher-value jobs?
Recent studies back this up. Eighty-eight percent of customers say customer service matters just as much as the actual work. Even if something goes wrong, three out of four say they will happily give you another try if the customer service is excellent.
Providing excellent customer service means more than giving ‘service with a smile’ or offering cookies at the front counter. You need to keep your customers in the loop from start to finish. With ServiceTitan’s Customer Experience software, you can do exactly that.
With ServiceTitan, you can send appointment reminders, share technician bios, and even let customers track your truck on a live map.
Text confirmations, reschedules, and follow-ups are all handled in one spot, without the back-and-forth that often dampens the customer experience.
The results are happier customers and more estimates getting approved. As Rob Carr of Mel Carr Electric puts it: “[ServiceTitan] took care of things we never even realized we needed.” Mike Losoya III of Mike’s Plumbing and Electric also says the customer experience software helped his team grow from under 100 reviews to nearly 400, just by integrating their social media accounts with ServiceTitan.
If you’re looking to boost your electrical contractor referrals, customer service is one of the best places to start.
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2. Dispatch Strategically
Every technician adopts their own style with customers, and strategic dispatching allows you to play to their strengths. High-value calls deserve high performers.
When you match a skilled communicator with a customer who is on the fence, you’re far more likely to land the job and upsell the panel upgrade while you’re at it.
As Weldon Long, HVAC business owner and New York Times best-selling author, explains:
“People buy from people they like.
“People also buy from people who like them. We spend so much time getting our homeowners to like us, we forget they want us to like them. It’s one of the most misunderstood concepts in sales.”
With ServiceTitan’s Field Reporting tools, you can actually see which techs are closing the most jobs, bringing in the big tickets, and selling the most memberships.
The Technician Scorecard breaks it all down: average revenue, close rate, and upsell categories. This way, you know exactly whom to send and where.
You can also surface key job history and property data at dispatch, so techs arrive with all the information they need. This kind of context helps them spot untapped opportunities and builds trust with repeat customers.
3. Price More Accurately
If your estimates are coming through unclear, inconsistent, or delayed, customers start second-guessing. This is precisely where sales can fall apart. A well-organized, real-time pricebook helps your team quote confidently and close faster.
With ServiceTitan’s Pricebook Pro, techs can instantly pull up flat-rate pricing, display good-better-best options, and build digital estimates even when out in the field.
Using an online pricebook means there are no math errors and no awkward delays, just clear pricing and faster approvals. And with even simple electrical repairs costing around $280, this level of clarity can make a big difference, especially on jobs that run into the thousands.
So, whether you’re sourcing from distributors like Consolidated Electrical Distributors or working with a rep from Eaton, a clean, up-to-date, and cloud-based pricebook gives your sales and field teams a real competitive edge.
If you’re bundling your services into long-term contracts, Service Agreement software also makes it easier to generate, track, and renew profitable plans with full visibility into margins.
4. Present Different Options to Your Customers
If your techs walk in with only one option, then the most you can expect from customers is a yes or no. However, if they present three clear choices (good, better, and best), you shift the conversation from whether they’ll buy to which option they’ll choose.
ServiceTitan’s Pricebook Pro makes that process much easier. It shows detailed pricing, detailed photos, and explainer PDFs, all on a mobile device. Techs can walk customers through upgrades and add-ons visually and not just with words.
That kind of transparency builds trust and boosts average ticket size without the pushy sales pitch. It also makes your electrical business look cutting-edge.
Add-ons feel more like informed choices when you clearly show the value and prioritize what’s urgent versus optional. A price book gives your techs a tool for presenting clear proposals that help your customers feel more in control, and that’s when they’re most likely to say yes.
5. Automate Your Electrical Sales Cycle
If you’re still manually chasing unsold estimates, following up on electrical leads probably feels like a full-time job. Automating the process helps you stay in touch, close the loop, and bring in revenue that would have otherwise slipped through the cracks.
With Marketing Pro, an add-on to ServiceTitan’s built-in Electrical Contractor software, you can send automated follow-ups, nurture leads via email, and even run personalized direct mail automation campaigns based on your own customer data.
Anthony Moore at Fuller Electric saw an immediate boost after automating follow-ups:
“We get a quicker yes or no, which has been huge for us,” he says. “We’ve had an extra $40,000 worth of revenue … We’ve definitely gotten our value out of that.”
And if you think direct mail is dead, it’s not. It’s just gotten smarter.
“Instead of the old batch-and-blast, [sending] 5,000 postcards to a ZIP code,” says Sam Yarborough, director of partnerships at PFL, “use that database you have to market specifically to the right people.”
Pair that with ServiceTitan’s Call Booking software and your front office can automatically capture, track, and route every lead. The result is more consistent sales and fewer missed opportunities.
6. Train Your CSRs and Techs
Your team on the front line influences more sales than you can possibly imagine. CSRs shape the first impressions. Techs seal the deal. With the right training, these team members can easily turn a flickering-light complaint into a full panel upgrade.
That training starts with better data. ServiceTitan’s Call Booking software records every incoming call, so managers can coach CSRs on tone, timing, and how to build trust from the first “hello.”
You can also track technician performance with metrics and leaderboards to motivate improvement across the board.
Chris Crew, master electrician and president of The Blue Collar Success Group, uses these tools to overcome salesmanship hesitancy among technical staff:
“You give me the most technical technician, and I will teach them how to outsell the best salesperson.”
Training staff doesn’t just boost sales, though. It also attracts top talent, from field technicians to inside sales reps. When your team is empowered and winning, other people notice.
In short, ServiceTitan helps you build the kind of team that others want to join.
7. Educate Your Customers
Most customers aren’t electricians, and they don’t know that a worn panel and dimming lights could mean a potential safety hazard. That’s why education can actually be one of the most effective sales tools you deploy.
When techs take a moment to explain what they’re seeing (and why it matters) customers are far more likely to approve the work.
Use visuals like before-and-after photos or show some real-time examples on a tablet. Break down all the potential risks and long-term energy savings in plain language. With customer permission, you can also publish some real success stories on your website or social media to spread the knowledge and market your business at the same time.
The more customers understand and trust your team, the more confident they’ll be in saying “yes” to bigger jobs down the road.
8. Invest in Marketing
You can’t close calls if no one’s calling. Getting more leads into the pipeline starts with increasing your visibility, both online and off. That means showing up in search engines, maintaining positive reviews, and reaching customers at the right time through SEO (search engine optimization), PPC (Pay-per-Click), social media, or even an old-fashioned mail-out.
ServiceTitan’s Home Services Marketing software helps you track which of your electrician marketing efforts are actually bringing in revenue and not just phone calls.
The marketing scorecard ranks efforts by booked jobs, while heat maps and trackable phone numbers help you pinpoint exactly what’s working and what’s no longer worth your time.
If your business relies on local customers (as most electrical shops do) Local Services Ads Integration will put your store at the top of Google searches, with the ability for customers to book built right into the result. No time-wasters, just high-interest leads ready to schedule.
Smart marketing doesn’t mean just throwing more money at marketing. It means knowing where your money actually goes, and getting a return you can see.
9. Create Upsell Opportunities
Upsells work best when they feel more like helpful suggestions and not pressure tactics. When your techs explain the value behind additional services, like bundling a panel inspection with a surge protector or offering a maintenance plan, customers tend to be more agreeable and say yes.
The key is making those upgrades feel more affordable.
With ServiceTitan’s Customer Financing built into the estimate, techs can show customers what they can expect to pay per month, rather than an off-putting sticker price. It’s a simple way to increase average ticket size without pushing quotes the customer can’t afford upfront.
CSRs can also plant the seed early by letting customers know they can talk with technicians about financing options. That one sentence helps take away pricing anxiety before the truck even rolls out.
The easier you make it for customers to say yes, the more likely they will.
10. Collect Online Reviews
When a potential customer whips out their phone and searches for ‘electrician near me,’ they’re not just looking at your website, but at your reviews. More five-star ratings mean more booked jobs, especially if you’re listed in directories like Angi or HomeAdvisor, where trust is everything.
That’s why it’s smart to ask for a review right after a job finishes, while the positive experience is still fresh.
With ServiceTitan’s customer experience software, you can automate that follow-up so techs don’t have to prompt customers.
It doesn’t stop at collection either. The built-in reputation management tools help you monitor and respond to reviews across platforms, all from one place. You can even see which techs and jobs are driving the best feedback.
Better reviews help increase electrical contractor profit margins over time by improving visibility, building trust, and turning searchers into customers.
How Fast Can You Improve Electrical Sales?
How fast you can improve electrical sales depends on several factors:
Market demand: Understanding customer needs and aligning your offerings accordingly to accelerate results.
Marketing strategy: Promoting your services effectively and reaching your target audience efficiently.
Customer relationships: Building trust to drive repeat business and long-term loyalty.
Team expertise and operations: Enhancing skills and efficiency to turn improvements into measurable growth.
With ServiceTitan, you can strengthen customer relationships, track ROI, and create lasting growth through smarter, customer-focused marketing.
ServiceTitan is an all-in-one software solution designed to help electrical companies optimize their operations, increase revenue, and drive sustainable growth. Our award-winning, cloud-based platform is trusted by thousands of contractors across the country who wish to work smarter, deliver better customer experiences, and reach their full potential.
ServiceTitan Software
ServiceTitan is a comprehensive software solution built specifically to help service companies streamline their operations, boost revenue, and substantially elevate the trajectory of their business. Our comprehensive, cloud-based platform is used by thousands of electrical, HVAC, plumbing, garage door, and chimney sweep shops across the country—and has increased their revenue by an average of 25% in just their first year with us.
