Originally Posted by Steve
This is great! You should take a picture of your set up. I'd love to see it and maybe also send it to the local paper and tell them a little about what was going on at the bank. Who knows, they might print it.
What are some of the ways you feel you can be flexible? What does this entail? I bet a lot of newer business owners are wondering about this too.
When I roll up on a property or use google earth and street view to "size" it up, I can tell the value, income, and amount of money they have spent, or not at all.
I speak to them, and ask what have they spent on the lawn as in Time, other people, themselves or kids or neighbors. I ask if there mower is down, if I am replacing someone who cannot provide service anymore"that covers someone quitting or being fired from the job. Then I ask, what needs to be done ? and what do you not want to happen, what are your goals, and then I ask what is your budget, I stop and listen. if theres an answer I go from there.
If they say I don't know I tell them I will email,fax,mail or hand it to them, what ever they want, a proposal to cover there needs. they can look it all over at there pace and ask any questions they want about the several services we provide.
THATS HOW IT WORKS IT A PERFECT WORLD.
I can look at the house and lawn and shoot them a number, if they bark I say get me a neighbor to sign up as well and you both get 20 percent off.
I can meet a lil old lady on a fixed income, find out what she was paying before and what she getting, tell her I can match the price, and tell her what services that price will get her, and go from there.
I could roll up on a 2-3 million dollar home, charge em by acre ala cart for everything , show up with a contract and service tag to show them all we do on a visit and shoot them a price, give em a card, let them see the truck, uniforms, give a firm handshake and get "bank" on that account.
you simply have to adapt to them, you have to read there body language and talk there talk. never insult there intelligence. its not there first rodeo of wheeling and dealing, there in a million dollar home, they know more then me about something lol.
Never say this is how much it costs, they have no idea what that means
I say, this service will provide you with............and our rate for you is $$$$$
you can add services when your lawn needs it. and that is $$$$$$
we can bill monthly, or per visit and collect when your home, or we can do a seasonal rate, which will save you more in the long run and you can make 3 easy payments for the season and its one last thing you have to worry about.
Giving them options and listening to them is one thing to master, asking for the account is another. But being flexible and giving them a price they can afford and feel like there buying a service and not getting sold a service is nice as well to master. once all these are in place, you can do a lot.