Pitch book

[Steve]

Well I started a Pure sales based job today. its totally different from anything i have done, but it really makes you get involved with customers and get declined about 100x before u get a sale. How do you feel the sales of vacation homes is similar or differs from selling lawn care and landscapes? its face to face selling a small vacation that basically gets them in the door to someone else trying to sell timeshare of the property they are staying at. Is there something you can do similarly in lawn care where the potential customer may call you initially for 'this' and you try and upsell them on 'that'?

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[Chaz]

Lawn care business tips

Originally Posted by Steve How do you feel the sales of vacation homes is similar or differs from selling lawn care and landscapes? Is there something you can do similarly in lawn care where the potential customer may call you initially for 'this' and you try and upsell them on 'that'? Well I haven't done sales in the past, it probably isn't much different from selling landscaping services, but i was always on the labor end of things, so i never really learned the sales. I took some marketing classes at school that are required with the small business degree and they really sparked interest in getting into the marketing and sales of my business. So i went to craigslist and found some jobs that involved sales; just so i could really build my resume and get experience is only reasons why i even looked and applied. All of the sales that I currently do are face to face, so I don't really have any great ideas on doing over the phone. I would schedule a meeting asap, bring my pitch book, talk about what the property could look like, give them a estimate/quote on the spot brag about how they wont have anything to worry about because I would be so reliable. Just basically really build a large value on the entire thing. and maybe if u do it well enough, i mean really good, ask them what they think they should be paying, and hopefully they are exceeding what you quoted them, and will be happy to see a lower price and could sell it on the spot. now if they guess lower, you can try to save yourself on reminding them what they will receive, or you might not even be interested in them (maybe they can't afford it).

[Steve]

I think this is going to be a great year for you and I can't wait to hear some of your feedback as you get out there and start making some amazing sales with the help of your pitch book.

[thegroundscrew]

Chaz,

You really come across as a go-getter! I really like it. The landscaping business is really about offering stellar services but just as important is unique ways of marketing and advertising. The pitch book will definitly work well. What do you think about door to door marketing using your pitch book? Is that something your thinking about? It would be cool if you could email me on this site about your pitch book so I get a better idea of what your putting together. Your giving me some good ideas to do for Spring.

[Chaz]

Originally Posted by thegroundscrew

Chaz,

You really come across as a go-getter! I really like it. The landscaping business is really about offering stellar services but just as important is unique ways of marketing and advertising. The pitch book will definitly work well. What do you think about door to door marketing using your pitch book? Is that something your thinking about? It would be cool if you could email me on this site about your pitch book so I get a better idea of what your putting together. Your giving me some good ideas to do for Spring.

Well just to give a general outline of what it will be, i don't mine talking on here because its not finished and i have not made a guideline for myself yet either.

open book
Page 1 Will probably be a picture of my Truck with trailer hooked on, loaded
with my mower, and equipment, probably have wheelbarrows in the back of
the truck and signs on it. basically look like what you would see me on an
average day, EXCEPT it would all be sparkling clean and have a nice
background etc.

flip page
Page 2 Will have my licensing information
Page 3 Will have information on insurance coverage highlight key points
(limits, whats covered, etc)

Flip page
Page 4 Probably have my degree certificate
Page 5 Have the certificate for Steve's lawn school (I'm in process so haven't
seen it or not even sure if he has one? and If it wasn't to my liking, I'd just
make another one)

Flip page
Page 6 Full blown picture of a mowed lawn 8x10"
Page 7 A before and after page (like shown on post 9)

flip page
Page 8 Full blow picture of a blooming scene (where i did the mulch)
Page 9 before and after page

flip page
Page 10 before and after page
Page 11 testimonials (more the better)

Some other things that you could add are an estimate from another local company (keep their name anonymous) and have your estimate beside it to show that you are very competitive (make sure that price is lower obviously).

another feature that my company has is that I plan to use a good invoice system, so I might have one in there and go over it with them or something. I don't think I'd go over this on door to door marketing though, just depends on how in-to-it your prospect is.

I would not have key information listed on any of this, copy insurance and white out policy numbers, student numbers, etc incase the book was lost.

now its your turn; is there any other things that should be added?

[Steve]

As you grow, you could add more pages of different upsell services you offer and have performed.

For instance: Outdoor lighting, retaining walls, patios, bbq pits etc etc

"Mrs Johnson, I really think your property could benefit from some quality installed night lighting to highlight certain landscape elements. Let me show you what I mean."

Then you would go back to your sales book.

[Chaz]

Originally Posted by Steve

As you grow, you could add more pages of different upsell services you offer and have performed.

For instance: Outdoor lighting, retaining walls, patios, bbq pits etc etc

"Mrs Johnson, I really think your property could benefit from some quality installed night lighting to highlight certain landscape elements. Let me show you what I mean."

Then you would go back to your sales book.

Bingo, could also have an upsell book where you could use that for existing customers and upsell them on extra services.

[Steve]

Yea that is a good point. An upsell book! Where you could show the customer your previous work and maybe allow them to keep the book over night to look through. Then you could come back the next day if needed and try to seal the deal then.