Marketing

[Nandoboom]

Originally Posted by cklandscapingorlando Most I get is just from doing good work. Then being able to talk better than who they now have. You have to know every plant you can, How they need to be maintained. Something as small as a tire pivot in the lawn is a selling point. Just point it out and tell them thats where the mower stops to make a sharp turn every week. Then explain how to help avoid this. Even if your no better, you need to sound better. WOW! I wish I have those qualities of a sales man You sound preatty convincing to me! IM SOLD! LOL! ...this is my weakness. is not that I dont like people, is just that I think too much about coming up to a random person and sell my services ( ineed that first push). "Should I go to this house?", "wat if they have a LCO doing the house?", "wat should I say if....?"... and so and so..... Is the reason that going door-to-door for me is a challenge, this means that im shy, very shy. and statically had a +/-2% respond. I've gone door-to-door before, is not that I freaked out, or freeze in from of people. Is this lack of confidence? -I know that I do a pretty good job, I have customers since the day I started. I know wat im doing. is there a "plan" you follow? i.e 1. introdue your self, 2. wat do I do, 3. why should you chose me, 4. your yard might need help in this and that... etc, etc. I can create a preaty good flyer, door hanger, but I feel the hangers itself can do more talking than me, lol. so yes, Im asking for help in this subject. Por Favor! Gracias.

[cklandscapingorlando]

Lawn care business tips

This is the main reason for not going door to door. Theres not one property that would take less than 20min conversation. Some you could spend hours if you wanted to. I'm a bad salesman, I just know landscaping. If a client has a hibiscus that gets trimmed and only has 2 blooms on it, you use that to sell. Tell them how your program includes proper cut backs in winter-spring. By doing so these summer flowering shrubs need only light shapping through the season. Expalain how these shrubs only bloom on new wood so constant shearing means no flowers. If your there in August and you see the Azealas have been trimmed then use that. Explain how these fllower on old wood and require the year to set blooms. So they need a hard cut after the blooms finish to increse the color each year. If you see weeds explain how your monthly gly app with a weekly line trim can greatly reduce these. Then explain how roundup is non residual, zero soil activity, very little creep due to no translocation via root system. If you notice, nothing that I've said is any better than most of you. I just say it in a way that makes them say wow, I did'nt know that. Or you really know what your talking about. Another thing to think of, If you have 9am meeting with a potential client, get there at 8am. Walk the property and make a list. So once you meet, you can tell them what you see. You should have most, if not all of there concerns addressed before they even tell them to you

[Steve]

Just point it out and tell them thats where the mower stops to make a sharp turn every week. Then explain how to help avoid this. Even if your no better, you need to sound better.

So if you can point out issues with a lawn and how to resolve them, even if the customer doesnt sign up with you on the spot, it shows you know what you are talking about.

This may sound like a stupid question, but how does telling them how to resolve the issue help, especially when they have another lawn care business handling the property care?

[cklandscapingorlando]

Because it's the other comp that caused or perpetuated the problem. The azeales would be full of blooms in the spring were it not for theem. That pit on the turf would not be there if the other comp new how to, or cared to take the steps needed. That Fungus problem probly started from dull blades that the other comp should be keeping started or from a water issue that the other comp did'nt explain to the client.

Your not just explaining a problem, but how the comp is the problem, and your the solution

[Steve]

This is fascinating.

When this strategy is employed should the lawn care business owner then follow up by saying something like, I can fix that for you by ...... and here would be my price for that. Or what is the best way to jump on such an opportunity? How best can a transition be made from pointing out the problem, explaining the solution and then on to the sales pitch?

[Nandoboom]

it is Fascinating!

I see other companies with wreked lawn mowers, dirty and bust up trailers, really a mess and lack of presentation, we can use that as a weakness of professionalism.
Wat i see that Resi. is llooking for perfect service, and I have no problem on spending 5 min on details, because the others are so busy they cant hardly keep up with the clients during the summer season.

So, pointing out theyre weaknes is the best way to convince a potential client.

Great Advice! I'll keep that in mind!

Gracias!

[cklandscapingorlando]

That is the sales pitch. I can inhance the aperance of your property simply by providing a pro service. If the other contractor new what they were doing, you would'nt have anything to point out. Like I said, I'm no salesmen. But I know my industry. Any issue on that property is the current contractors fault. Through a proper maintance program that is carried out to inhance the beauty of each plant species, you can inhance not just the curb appeal but quit possibly the quality of life of the clients. Less stress for them, and a welcoming landscape to come home to

[Steve]

Like I said, I'm no salesmen.

I don't know how you can say that! This insight is ingenious!

I would figure when you can make such a presentation, you will have won them over. The only thing I guess you will ever be concerned with is hitting the price the customer is willing to pay.

After such presentations, how often will customers be concerned with the fee or does that rarely happen because they see how knowledgeable you are?

If they do seem to waver on price, how do you advise handling that?

Another thing to think of, If you have 9am meeting with a potential client, get there at 8am. Walk the property and make a list. So once you meet, you can tell them what you see. You should have most, if not all of there concerns addressed before they even tell them to you

Does this apply to both commercial and residential clients or is this mainly for commercial clients?

[cklandscapingorlando]

Well most lots here are the same, so price is pretty close from one to the other. Besides, the reality is, if you do it right you actualy save time. My prices can be right where they currently are to about 40 more per month. Price can be an issue with some though. But if price is a problem, their probly a PITA. The thing is if 100 a month is getting you crap work, then it should be a no brainer that better service is a little more. You really need to be aware of your market. Just 1 mile can change the price. I got clients at 100 a month, then a mile away a smaller lot will bring 150 a month. No matter how good you are you cant out price your self. Know the market and charge what that market will bear.

This works best on resi or comercial where your dealing directly with the person in charge. If things need to go through corp then thay only care about price.

[Steve]

This brings up an interesting point too. The market you perform your service has an impact on the prices you can charge. It is possible that you can change your service area by a small distance and improve your profit margins.

There is nothing that says you have to perform lawn care in your neighborhood and immediate surrounding area. If an area a little further away is willing to pay more, you might want to consider focusing on that area instead.

Do you find that you focus your marketing on areas where you can make more money per yard? Also, is there more competition in those areas or does the competition level stay the same no matter where you perform your services?