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  #11  
Old 03-23-2010, 06:19 PM
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I would think an important key to being successful with this is to be prepared.

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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?
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  #12  
Old 03-23-2010, 06:45 PM
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Originally Posted by Steve View Post
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.
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Old 03-23-2010, 08:19 PM
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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.
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Old 03-24-2010, 04:34 AM
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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.
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Old 03-24-2010, 07:39 PM
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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.
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Old 03-24-2010, 08:25 PM
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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.
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Old 03-25-2010, 06:35 PM
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I think all this is a great example of how important sales are. Especially for the owner!
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