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Steve
04-26-2007, 03:25 PM
http://www.lawncaremarketingmagic.com/Images/headshot_casual.jpg
As quoted from http://www.lawncaremarketingmagic.com

Are You Doing Enough to Build Your Business?

Quote[/b] ]If you’re looking to really grow your business in a short amount of time, here’s a key:

Don’t just rely on one method of marketing to make it happen.

That’s right. If you really want to take your business to the next level in a short amount of time, you need to utilize many different methods for attracting new customers.

Here’s a short list of different things you could be doing to grow your business in record time:

* Multi-step direct mail campaigns (sales letters or postcards work well)
* Flyers, door hangers, or other leave behinds
* Creating referral campaigns with your existing customers
* Partnering with non-competing businesses to share customer lists, insert offers into mailings, create offers together, etc.
* Press releases to attract media attention
* Write articles for local papers, clubs, or home owners associations to generate interest

Again, this is just a quick list of things you could be doing simultaneously to grow your business. If you really want to make 2007 a banner year for your business, then don’t just rely on one method of marketing.

Select as many methods as you can afford and go after it. If you’ll do this, you’ll look back at the end of the year and be amazed and the results you’ve achieved.

If you’re looking for some help in creating these campaigns, my program ‘28 Days to Defining and Dominating Your Market’ will give you a number of copyright free samples you can use immediately. All you have to do is ‘cut and paste’ and away you go.

Check it out here:
www.lawncaremarketingmagic.com/28days.htm

mburse1977
05-05-2010, 11:29 PM
A good really reliable way to advertise that is cheaper than the newspaper and make %50 more than the leads you get from any thing else is a monthly local ad magazine.Most have seen these before and never thought about using them. cost is about 150 a month but its worth it.

The reason is they normally go to family's that live in areas where people spend too much time at work and need a service. Avg house hold income there are mailed to is 40,000 + and its got lots of restaurants saving in them so people that read them use the serveries in there and there is not many lawn company that even think about doing it so there is no one your going up against like you would with door hanger, News paper and other forms not that you do not need to be doing them also just another great way.

Also giving out small cheap gifts while your out there doing lawns. Lets say you are finishing up a lawn and see a couple of the neighbors.Do not try to sell them any thing this never works have some pens, mugs, Any thing you can get with your name and number from most printing sites not to high. Just tell them who you are and give them the gift and thank them and before you know it most will be giving you a call are asking for your service. this works better than you might think and there may be some investment but it will pay off trust me.

Well that all i will offer for now any one else feel free to give us your tips.
As you can see i have a big mouth and love to use it lol.

Thanks mike
Westbank Lawn Care LLC

Steve
05-06-2010, 01:04 PM
Also giving out small cheap gifts while your out there doing lawns. Lets say you are finishing up a lawn and see a couple of the neighbors.Do not try to sell them any thing this never works have some pens, mugs, Any thing you can get with your name and number from most printing sites not to high. Just tell them who you are and give them the gift and thank them and before you know it most will be giving you a call are asking for your service. this works better than you might think and there may be some investment but it will pay off trust me.

Mike,

Have you ever experimented with looking around a potential customer's yard as you talk to them to point out issues they have and how you would resolve them? Would that be helpful as you hand out a free gift like you do?

mburse1977
05-07-2010, 12:03 AM
My approach to selling is if they bring it up we will talk about it.I find taking the sell out of sales will bring more sales than talking sales with the possible customer.They tend to put up a wall when you talk about what you can do. Now i might give them a couple free tips are something like that in the conversation but never try to come on like im selling them something.
Have to take this approach what is the first thing you do when you see some one try to sell you something?

The answer most of the time is turn off the ears and think of a way to get rid of this person. While if you leave them a gift this makes them think and most time will start a conversation about there lawn are other things.I find giving a gift will get them telling you all the reasons why they do hire others helping you in the conversation knowing what problems they want to hear. now do not get me wrong this will not work most of the time but one out of 10 are not bad number so if you spend $25 to $30 bucks on one lead that will pay off $500 to $600 are more a year i think its worth it.

this is just my thinking as this is not the first job i have done with sales and the free open doors and makes people more open to conversation. I use to try to sell by selling that did not work for me. As this way may not work for someone else depends on the person. some people just have the gift of gab this not working for me in the past i have learned to take the hands off approach less is more if you know what i mean.Still have to do all the other things to get lead.

I do door hangers.

News letters to high in clients areas but most of the letter can not talk to much about lawn care other wise who would want to read it.

Business cards and networking with other business owners like plumbers and contractors for a fee.

there is so much one can do and marking is the life blood of any business with out it there would be no business.

Sorry warned you i like to talk im a big moth now if i can only get the spelling part down i would be all right lol

Thanks mike
Westbank Lawn Care LLC

picframer
05-07-2010, 05:15 AM
Mike,

Have you ever experimented with looking around a potential customer's yard as you talk to them to point out issues they have and how you would resolve them? Would that be helpful as you hand out a free gift like you do?

In my experience this is key, you want to stay at locations as long as possible to save costs. I also notice clients do not read that well, back in the spring we ran an ad in a paper where most of our work is, it clearly stated as does my website Free Estimates, I received so many calls asking what we charge for an estimate I thought this wording was forgotten.

When we see things on a clients property and state this is an issue, this is what it would cost to fix it we are letting them know it's a service we provide and sometimes it's something they did not notice, we follow up with an email outlining everything discussed and the estimate is broken down, clients are informed they can select the services they want, no pressure selling, it works very well for us.

Steve
05-07-2010, 01:26 PM
This is a really interesting topic.

How often do home owners have issues with their home and yard that they know about or may not know about but have no idea how to fix it so it just stays unfixed?

If issues are pointed out and the customer is educated about it and what you can do to fix it, is that something that can help? Selling doesn't have to be bad or pushy, can't it be educational and informative?

Could it be done in a way that the potential customer feels lucky that they bumped into you and feel they actually got some really good information out of you?

If they feel that way, would that put them in a mood to buy from you?

mburse1977
05-08-2010, 10:15 PM
I would in the case where they have started a conversation. In the case there all ready talking. I just would not open up one as i have learned the hands off selling works better for me. If i hand them a gift are a card what ever i have handy and the start a conversation then i might point out some things to them other wise i assume they do not want to talk and leave it at that as open a conversation seems to much like selling to people. Taking the hit and run will most of the time do this for you.

Meaning drop the gift and tell them if they need any thing your there to server them and leave if they do not ask are say any thing but most cases they will talk only in rare cases will they not say a word.But im new to lawn care i was in marking for two years still run sites for this as its not much but money is green no matter where it comes from.

Steve
05-09-2010, 02:25 PM
But im new to lawn care i was in marking for two years still run sites

Do you think there were skills from that experience that really assisted you with your lawn care business?

mburse1977
05-09-2010, 06:50 PM
Well sales is sales is sale dose not matter if your selling a service are a bottle of heal all water it is the same way of selling. You have to find some one willing to talk first never start the conversation let them think it was there idea to talk about it so when they buy they think its there idea. If you get that line of thinking. always listen do little talking as possible.

Remember what mom use to say your mouth will get you in trouble one thing i found in sales the less you say to sell the more you sell. Talking too much are giving too much info may lead to hitting the off button.Once there sold they will stay that way if you do not make them think too much that you sold them.Always let them think it was there idea and they will never change there mind cause its something they want.

Put it this way most people sell buy offering something for a price. When it all over with and less you got cash in hand people will think about it and most of the time change there mind cause it was not there idea just that pushy sales guy. But if you flip it around make them do the asking and you do the listing they make a decision on there own you having done little and them walking away feeling like they made the decision which leads to more sales.Now keep in mind this is my way of thinking every one has his are her own way but i will leave you with this question.

1 man goes to a car lot looking for a Red car

1 man buys a red car that might have been out of his price range but it was his call sales man did little but listen and show.

1 man goes to same lot looking

2 man gets sold on a red car that might have been out of his price range. Sales man sold him on this idea and he bought in.

Between the two who do you thing will have regrets after words?

Steve
05-10-2010, 02:10 PM
Would this be buyer's remorse?

Many lawn care business owners may not think of this, but how do you feel buyers remorse effects sales in the lawn care business?

mburse1977
05-10-2010, 11:22 PM
Same way in buying any thing people feel better about the product if they feel they wanted it and not that they were sold on the idea.Like if you let them do all the talking and they talk them self's into using your service which most do all on there own.Then they have the mind set they got the better out of the conversation. As if you just started pointing things out with out them even starting the conversation they will feel more like they were pushed into the sale and eather change there mind latter. Just the way i started to look at selling works great for me. Let person take there little head off and they talk them self's into the sale all on there own. Not to say you do not lead with the info they give you kinda like passive selling.

Norcal
05-11-2010, 12:38 AM
[QUOTE=Steve;71801]Would this be buyer's remorse?

Many lawn care business owners may not think of this, but how do you feel buyers remorse effects sales in the lawn care business?

Well they called you in most cases so if you do a good job at a fair price they should have no remorse. Also every once in a while if they turn out to be a good account pay on time good and they dont ask for free services don't hesitate to give them a free fertilizer treatment or pull a weed or two to keep you in there good graces.

personalgardens
05-11-2010, 07:32 AM
if the client can see the options they will do it. i do mostly design and installs, cut a lil bit but not much,

what i do when someone calls me, i get the feel of the conversation. do they sound really excited or do they just need a quick fix.

i keep a book of pictures of work i do, i also keep photos of different types of shrubs, all diff sizes what they look like when they bloom, etc i keep samples of mulch and a few diff types of rock. i have pictures of edging the whole nine yards.

so i kinda disagree with only answering questions they have i take what they tell me and lead them into what the best route to go is.

ive had the best turn around in sales with this.

Steve
05-11-2010, 03:18 PM
so i kinda disagree with only answering questions they have i take what they tell me and lead them into what the best route to go is.

ive had the best turn around in sales with this.

Do you find you are able to upsell additional services like this as well? Where you are called to do one thing but end up offering many more needed services?

personalgardens
05-11-2010, 03:31 PM
exactly, for example if the client just wants to mulch in a bed, why not spray out the like you know you should, think of a border to put in, or just trench it out you still get more money all the way around .