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picframer
03-21-2010, 07:15 AM
Yesterday and today I am visiting clients we sprayed last year, only the bigger ones to discuss this season, we send an email to the smaller clients.

Late in the season I wrote we picked up a private community on a very expensive road on the ocean, in short their provider had sprayed for cinch bug when in fact they had grubs, about $50,000 in damage before we were called in.

Anyhow it was so late in the season we only had time to fix two of the 7 lawns, these properties are 2+ acres each, I was by late in the day yesterday, I don't have pictures as my camera is in Florida with my son at the moment, the results of one lawn we did are simply stunning, I was shocked to see green grass, there is still frost in the ground in some areas and we only lost our snow two weeks ago, the people in the community were shocked when we met last evening. We applied our Organic sprays, turf dressing and a cold climate blue grass late in the season. We will do the other lawns and four other private communities on this road starting the third week of April.

They were telling me people driving by have been stopping asking what the heck they did to get green grass this early as no one has green grass and they have been handing out our card, this is the power of networking, I have 7 more sites on this road to look at today.

This area is on the ocean, each has a private marina and I would guess the min home value to be 1.2 million to 5 million, the road is around 4 miles long and the goal this year is to take the majority of these communities over.

I will post images as soon as I can but it sure is nice showing up on a site and getting the feedback I did last night.

MikeO
03-21-2010, 08:30 AM
Thats terrific news Andy, can't wait to see the pictures.

Steve
03-21-2010, 03:14 PM
That sounds fantastic!

picframer
03-21-2010, 03:28 PM
That sounds fantastic!

Things are going so well this year in business development, I did seven quotes today and received all on the spot, all excavation ranging from $1,800 to $5,600, then this private area above referred my company to one down the road that was having issues with their provider, anyhow I did a presentation to the group of 7 homeowners, I had already dropped by last week and looked at everything so I was prepared, gave them a proposal for repair, spraying and lawn care, I hadn't even finished my 20 min presentation when one owner stood up and said the business is yours, they all clapped, we had an afternoon coffee and snacks and I just got home. I honestly this is going to be a snowball effect, you have no idea how much I want this whole road...lol

Anyhow I will have some pictures for you guys Tuesday, I think you will be amazed and keep in mind it's still March and we have temps at night to -6 C yet this friggin grass is growing in the daytime.

Steve
03-21-2010, 07:52 PM
I did a presentation to the group of 7 homeowners, I had already dropped by last week and looked at everything so I was prepared, gave them a proposal for repair, spraying and lawn care, I hadn't even finished my 20 min presentation when one owner stood up and said the business is yours, they all clapped,

Unbelievable! We never hear anything like this going on at presentations!

What's your view on putting together such presentations? How should one structure their presentation? What kinds of things should be included in one and how should it be presented?

picframer
03-21-2010, 08:59 PM
Unbelievable! We never hear anything like this going on at presentations!

What's your view on putting together such presentations? How should one structure their presentation? What kinds of things should be included in one and how should it be presented?

I do powerpoint with an overhead projector and with something this important to me, every homeowner receives a copy of the presentation in color, to make it personal I address each house and make sure I give it to the right person and it in although mostly general I do include a few things that are specific to that house to let them know this guy has done his homework and they really want our business.

I include who we are, what we do, equipment, sample before and after images, what can we do for you and why you would want to hire us and referrals from people very close by if possible.

I always come early and establish rapport with those I have not yet met then I pour it on.

Steve
03-22-2010, 03:34 PM
That is amazing!

How long do you feel the proposal should last? Do you find these work well with certain groups and not so well with others?

Meaning do you find certain sales presentations work better with certain groups?

picframer
03-22-2010, 05:08 PM
That is amazing!

How long do you feel the proposal should last? Do you find these work well with certain groups and not so well with others?

Meaning do you find certain sales presentations work better with certain groups?

I only do this for private communities where there is a group of homeowners, I try to keep it short and to the point 15 to 20 min and probably 30++ min to answer questions, I will show the types of mowers we use even bring a couple, the Gator blades and why etc.

For single homes I don't go to this extreme and it is a bit over the top but I know no one can beat me on presentation skills, I have been doing it for over 25 years and have it down pat, I know sales, reading people and buying signals, this has taken dozens of courses both here in Canada and the USA mainly through the bank and man it works. I go in with an attitude the work is already mine, I refuse to loose and that word is not in my books.

Steve
03-22-2010, 08:31 PM
I will show the types of mowers we use even bring a couple, the Gator blades and why etc.

This is fascinating! So in the presentation you will show the equipment including the types of mower blades you use as compared to standard blades in order to show them the benefits of their use?

I wouldn't even have thought to include that in a presentation! Do you find the home owner association members get that interested in such topics? Or are they focused on the bottom line mostly?

picframer
03-23-2010, 04:07 AM
This is fascinating! So in the presentation you will show the equipment including the types of mower blades you use as compared to standard blades in order to show them the benefits of their use?

I wouldn't even have thought to include that in a presentation! Do you find the home owner association members get that interested in such topics? Or are they focused on the bottom line mostly?

If we want to win these upper end clients we have to do things and show things no one else is doing, I generally even take a couple of staff that know their stuff and are very good at speaking to clients and sales, I am always looking for ways to set us apart from the competition, based on prospect or customer feedback I really run with positive comments on something we did.

Depending on the private community owners do care, what they want is a lawn and gardens that compliment their home, some have pretty big ego's so I cater to that and I can generally read the crowd and make a point of picking the ego prospect out and they are easy to spot. This last one the fellow's name was Garth, I would make a point to compliment Garth on a beautiful home and feel empathy for having a lawn that devalued such a beautiful place.

These guys/gals want to know what sets you apart, there is also a bit of this keeping up with the Jone's mentality, so I will say we are now responsible for the community at xxxx Island Point, here is what it looked like last year, here is what we were able to do thus far but ran out of good weather, here is the plan and how we will do it.

If I start to loose a person in the crowd, I will mention their property, the key is to keep their attention, don't ramble, be very positive and upbeat, let them know that you want their business and why. I tell these people it is my goal to have every private community on this road by the end of next year, I really mean it and I think we can do it.

Bottom line is important however do you want a lawn that compliment's the beautiful Audi S5 in Bruce's yard or a lawn that is worthy of a 1985 Chevette, I tell them to keep in mind there is a cost to get it there however once we have it the cost to maintain is minimal. Do you want a provider that doesn't disinfect their equipment when they have been to a site with an insect problem that will end up costing you thousands of dollars in repairs, which I might add is why you asked me here today or a company that cares enough to bring it to your attention immediately and has a solution, will drop everything to deal with it before it becomes a serious issue or are you looking for a trunk slamming company that comes in mows and goes?

We can't come across as overbearing or pompous, I walk a fine line at times but so far it's working.

Steve
03-23-2010, 06:19 PM
I would think an important key to being successful with this is to be prepared.

I had already dropped by last week and looked at everything so I was prepared, gave them a proposal for repair, spraying and lawn care, I hadn't even finished my 20 min presentation when one owner stood up and said the business is yours

When you stop by and you review the property, do you try to take pictures of issues you plan on resolving on the different home owner properties?

Then include those photos in the presentation and talk about what needs to be done to resolve the issues?

picframer
03-23-2010, 06:45 PM
I would think an important key to being successful with this is to be prepared.



When you stop by and you review the property, do you try to take pictures of issues you plan on resolving on the different home owner properties?

Then include those photos in the presentation and talk about what needs to be done to resolve the issues?

No because that is too specific to the clients and I don't want anyone to feel out of place, I may say something like I noticed Steve had moles looking for something in his septic field, I checked and it was grubs, we will address this issue by............

If I took pictures of all the lawns and issues at each property, the presentation would be too long, I end and in my proposal it states, there are issues that are not generic to each homeowner, I have made notes and would be happy to discuss these with you privately.

Steve
03-23-2010, 08:19 PM
Ahh ok, so go and check out the property. Take some notes. If there are general issues that apply to all you can talk about them but you want to keep the flow of the presentation going and you want to cover general topics that apply to all the customers.

picframer
03-24-2010, 04:34 AM
Ahh ok, so go and check out the property. Take some notes. If there are general issues that apply to all you can talk about them but you want to keep the flow of the presentation going and you want to cover general topics that apply to all the customers.

Yes, that is exactly what I do, some issues are generic, some specific. I will address the generic solutions quickly. I can tell by questions being asked if I have the groups attention and how close I am to closing the deal.

Steve
03-24-2010, 07:39 PM
Do you ever find if people are more interested in certain topics than others? For instance, seeing your equipment, understanding why such equipment is being used, hearing about the general lawn problems going on in their area? Or maybe something else?

Or does this all depend on the make up of the group?

I could picture some people being absolutely thrilled to sit on one of your tractors while others could probably not be interested in the least in any equipment discussions at all.

picframer
03-24-2010, 08:25 PM
Do you ever find if people are more interested in certain topics than others? For instance, seeing your equipment, understanding why such equipment is being used, hearing about the general lawn problems going on in their area? Or maybe something else?

Or does this all depend on the make up of the group?

I could picture some people being absolutely thrilled to sit on one of your tractors while others could probably not be interested in the least in any equipment discussions at all.

Yes and no, some in the group really don't care they just want things done right and to look impressive, then you have the other end of the stick where someone seems to ask all the questions. The main thing they want to hear is what can you do, how long will it take and what is the cost. They do like it when we bring equipment, let them sit on it, sometimes I will let them drive something, we have a lot of gear no other company has due to the cost and I explain the features, advantages and benefits of what we run.

What I find is people know the John Deere name and when you show up with a pile of equipment that all looks new their thought and response is you must be doing well to be able to afford all this, the answer is yes and no, we are doing well for a new company but I personally financed the majority of it, I would never be where I am today if I didn't have the $180,000 I put into it from my own pocket, we would have got here but it would have taken two more years, I simply fast tracked.

Steve
03-25-2010, 06:35 PM
I think all this is a great example of how important sales are. Especially for the owner!