discouraged

[Steve]

I guess on one side, you can say I put my prices on the flyer and the customer can take it or leave it and if they call they are basically saying I know your price and I am willing to pay that. On the other side is the customer that calls for an estimate, you walk the property with them and give them a price and they flinch and say no. Then you wasted your time going over there and giving the estimate. The thing I wonder is, ultimately can you command a higher fee by making the presentation in person, because isn't that what an estimate is? A sales presentation? If you can command a higher price, does it make it worth your while over other estimates you may have went on but didn't get?

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[musician/lawnman]

Lawn care business tips

Originally Posted by Steve If you can command a higher price, does it make it worth your while over other estimates you may have went on but didn't get? It's worth it to me! Your not going to get every estimate. 1) You can't take rejection personally when your in sales. 2) If your getting every single job you estimate YOU ARE LOWBALLING. To make a "sale" they have to buy the PERSON, the PRODUCT, & the PRICE If your not there in PERSON presenting the full value of the PRODUCT then they are only buying the PRICE. You didn't "make the sale", You are "ON SALE"! Take the time to meet your customers, yeah you'll waste time on some but you'll be more profitable & both you & the client will be happier doing business together. You may meet some people & see a personality problem right off the bat... Then you can decline to estimate or work for them (I've done that once) or price it high enough it's worthwhile even if they are a pain in the ***!

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[StartALawnCareBusiness]

Great debate on this theme.

I've always leaned on the side of giving prices only during final negotiation. It's hard to convey your work ethic which justifies your price without a face-to-face meeting.

Though there are lots of tire kickers, I've found equal numbers of people will wait until their lawn needs attention right away. Once they call, they are ready to make a deal. If you can demonstrate the skillset needed to make their lawns look great, you can often command higher prices at these final meetings.

On-the-other-hand, if your price is on your flyer you've already set a ceiling which is difficult to raise.

Good opinions on both sides.

Keith

[cklandscapingorlando]

Guys I dont know where you live but in Orlando each devolopment is built the same from one end to the other.When you pull in this yard is the same as that.Now I carry 3 fliers with 3 prices for that perticular devolopment.I dont negotiate if its not comercial or high end res.In that case you cant flier.The standard rate here is 25 a cut,low ballers are at 20,and jerk offs are at 15.I'm at 30+ or 100+ a month.Many companies sale through paper.If you present your self the right way in writting you can very easily set your self apart from the rest.I play up our BMP certification through IFAS and UF.Its best management practices with a leaning towards water conservation and limiting pesticied run off.Its a 20 dollar class that last 1/2 a day but 99% of landscapers dont have it and 99.9 of people dont know it dont mean much.3 for a 1000 would be 15 for 5000 and thats not bad.Besides I keep them in my truck to hand to people when they walk up and that has about 75% success rate without talking.Hey it works for me but may not for you huh

[Steve]

That is a very good point that must be taken into account. There are areas in the country where all the properties are the same.

When you have all these properties that are the same, are there anythings you can upsell to them to make more of a profit each time you are there?

[cklandscapingorlando]

Well every house is'nt the same but within each devolopment they are the same from one to the next.So each devolopment you set up 3 fliers.I print my fliers with a blank spot for each payment method.I highlight the monthly portion because its the best deal.One flier is for regualar lots.One for cornor lots.Then one for the one's with a little extra.
As far as up-sales go you have mulch,trees,landscaping,and any thing else.You always keep blank fliers on hand just in case you find one that dont fit the norm but for the most part it's straight forward here.

[TOUJOURS PRET]

You should try the book Stop Lowballing. It is very helpful. Did you do as I call meet and greet? When did you distribute these flyers? If not try knocking on doors when they are home and make a visual, by this I mean meet them and talk face to face as well.

[Steve]

Did you do as I call meet and greet? When did you distribute these flyers? If not try knocking on doors when they are home and make a visual, by this I mean meet them and talk face to face as well.

Great thoughts!

What kind of ice breaker do you find has worked best for you? How do you get the homeowners attention enough to talk?

[Phil R]

Good question. No. We did not knock.

I say 'we' when I mean 'they'. I had three guys passing out the fliers. Good guys, friends....like to smile and talk.

No one seemed interested at the time. But..they only spoke with those who were out at the time.

I have thought about knocking myself and simply saying "I am the guy who will do the work...here's my card...if your guys drops the ball, give me the chance..."

[cklandscapingorlando]

Whos low ballin?