Key to the Sale

The average price charged for a recurring residential mosquito control service in 2023 was $110, found the 2024 PCT State of the Mosquito Control Market survey. Fifty-six percent of PMPs said they expected to raise prices for the service in 2024.

The danger of doing so: Customers can “quickly be put off by the cost,” said David Joles, who leads operations in Florida and Georgia for Purcor Pest Solutions, a Certus company owned by private equity firm Imperial Capital.

He said the cost of mosquito control can really add up, depending on the length of the season and treatment frequency. As a result, customers may question the value of your service — as it may exceed the cost of quarterly general pest control — and cause them to start shopping for lower-priced alternatives.

Purcor Pest Solutions had the most success selling recurring mosquito services to existing customers who “already have a relationship with us,” said Joles. It’s easier to explain the benefits of mosquito service and how it works when employees are interacting with customers on the property.

Customers who add on mosquito control are more likely to remain customers for the long term, added Joles. “They tend to stick more and stay with you because you’re offering more.”

It is far more difficult to convert price-conscious consumers who are shopping for mosquito service by phone.

“Pricing and selling the value of it to customers is the challenge, especially when you’re trying to do it over the phone,” said Joles. He said Purcor Pest Solutions was taking steps to capture more sales from inbound mosquito calls this season.

The majority of PMPs — 85 percent — said mosquito control was offered as an add-on service, while 23 percent said it was included with general pest control service and 13 percent said it was the company’s primary service.