Lawn Care Business Forum Lawn Care Business Book Lawn Care Business Blog Lawn Care Software
Home Forum Contract & Flyer Templates Blog Software Videos Podcast Calculators / Estimators Store Mower Review Design It Yourself Lawn Business School

Go Back   GopherHaul Landscaping & Lawn Care Business Marketing Forum > Lawn Care, Landscaping, and Property Management Forums > General Talk

General Talk If it doesn't fit anywhere else, post it here.

How to sell you prospective customers.


General Talk

If it doesn't fit anywhere else, post it here.
Reply
 
Thread Tools Search this Thread
  #1  
Old 04-17-2009, 02:22 PM
anaheimlawn's Avatar
anaheimlawn anaheimlawn is offline
Junior Member
 
Join Date: Apr 2009
Posts: 8
Rep Power: 6
anaheimlawn is on a distinguished road
Default How to sell you prospective customers.

Most any business revolves around sales, and in most cases you will sell something at least once in your life. A simple sale can be broken down into steps. There are many different forms of the steps to the sale but here are the ones i use:

1. Meet and Greet

The meet and greet is the first and most important part of a sale. A customer is going to decide if they are going to buy someting from you within the first 15 seconsds of meeting you. Durring the meet and greet you should shake your prospective customers hand, look at them in the eyes and state your name and why you are on there door step(or where ever). Remember this customer could lead you to more sales so take them as they are your monthly salary, your childs next meal, the new zero turn mower, etc.

2. Fact find

When you fact find all you are basicly doing is finding out the needs of you customer. ask your questions and when they answer just sit back and listen. The best way to loose your credibility is to interupt the customer when they are talking. and the best way to build confidence is to listen and give an educated response to what ever they said.

3. Diagnose

I was always told in the car sales industry what if a doctor gave medicine without finding out what is wrong with the paitient. That would be bad right?
yes it would be awful. Giving a proper diagnosis with each customer can boost profit enourmously. This step is the most commonly misconstrued part of the sales process.

"Medicine with out prognosis is MALPRACTICE!"
John Walters

4. Present

This step is where you have to use those superior vocal tools, those sly words, basicaly you sell. you need to get the customer excited about the product now. Wth "diagnose"you have selected the product or service with the customer, now concentrate on selling it. When the customer says that the service is over priced you need to overcome the objection, DO NOT SWICH THE SERVICE OR PROUDCT!!! Switching is not forbiden but should be done only if you are about to loose the sale. Most people feel that they picked the product you are trying to sell them so when you try to swich it they feel that the swindler salesman you are is trying to screw them and rip them off. do not swich unless necessary.

5. Ask for the sale

Dont be afraid to ask for the sale. this can be intimidating to bulntly say "So ya gona buy tis er what" so you do it with the three yes rule.

You: So do you like the work that I have shown you

Customer: Yes, it looks very nice

You: Do you like me? What I mean is could you stand seeing me every friday at 11:00. (Chuckle when asking this)

Customer: haha yeah you are ok. The last guy who did my yard only spoke to me when he wanted to sell someting haha.

You: Is the price acceptable to you? (if not find out why and overcome the objection dont Do not change your price)

Customer: your price is a bit high but your work is better quality, So yeah the money is right


Now that you have three yes's, it is time to strike ask for the sale be bold, stern and serious. No laughing.

You: The work is good, You like me, The money is right? So Do we have a deal. Can ______ Lawn care service you with all of you lawn care needs.

Customer: ummm........Well.....Yes but I need to talk to my wife I will call you tonight and let you know what she said.

This is a good thing, If you did your job and sold him he will sell his wife. Him needing to talk to his wife is better than him calling you later taht night and saying my wife came home and said no. If he does not need to talk to his wife someting is wrong. or he is single. Sometimes they will simply say no, sometimes the will say yes. but most of the time they will have an excuse why they can not do it now. But they will call.

6. Close

At some point in the sale you will need to close the deal. This is eay because you have built rapport with the customer and they have alredy said yes to the deal. closing is just a reassurance of your quality and their value for their dollar. At the end after all terms are finished and all papers are signed, shake hands with every one (even the kids). Say thank you and assure them that you are here to help them with anything they will need.

So there it is How to sale form an Ex-auto sales person. Dont forget, you worked hard to get this customer and you are going to work hard for this customer. They will appreciate your work, and the will thank you. Be sure to ask for a refferal, If they like you and they know someone they will pass your name along.


Thanks for reading, If you need more advice just ask me I would be happy to help, But I also need advice so if you have a company and you need help with sales i would be more than happy to coach you in return for some help getting my company off the ground.


Thanks
Nick Vrabel
Anaheim Lawn
Reply With Quote

Stop guess-timating. Learn how to estimate and make money! $$$
Mow Time Estimator Lawn Care Price Estimator Mulch and Topsoil Calculator Snow Plow Estimate Calculator


  #2  
Old 04-17-2009, 02:57 PM
Steve's Avatar
Steve Steve is online now
Administrator
 
Join Date: May 2003
Posts: 36,688
Rep Power: 10
Steve has disabled reputation
Default

Lawn care business tipsLawn Care Business Book
Nick that is fantastic! What a great post!

Quite often when we talk about marketing, we talk about using your marketing to bring the customer closer and not try to make the sale with your first add.

For instance, create an ad where you offer a free guide on how to get a better lawn in 7 steps. Then to get this guide the potential customer fills in their contact info. Then you can use that contact info to bring the customer one step closer to a sale with your next move say offering a free soil analysis.

So in marketing it seems to be all about steps that happen over time.

Do you feel sales is a similar process or should this all happen at one meeting?
__________________
- Subscribe to my Lawn Care Marketing Blog Feed and get daily tips sent to you. Free!
Download your Free trial of Gopher Lawn Care Software.
Reply With Quote
  #3  
Old 04-17-2009, 03:52 PM
anaheimlawn's Avatar
anaheimlawn anaheimlawn is offline
Junior Member
 
Join Date: Apr 2009
Posts: 8
Rep Power: 6
anaheimlawn is on a distinguished road
Default

Well i certianly believe that a sale can happen at one meeting. But I also believe that the more contact you have the more the customer will trust you and that would have to happen over time. So take you time with them and let them get to know you and trust you before you try to close them.
Reply With Quote
  #4  
Old 04-17-2009, 04:24 PM
Steve's Avatar
Steve Steve is online now
Administrator
 
Join Date: May 2003
Posts: 36,688
Rep Power: 10
Steve has disabled reputation
Default

When you were in sales, how involved did you get with your marketing? Would you keep track of your contacts birthdays or their family members birthdays and send them cards?

Would you send holiday cards?

What kinds of marketing concepts did you utilize?

Also, I was wondering, if you can't make the sale on that same day, what advice do you have on following up?
__________________
- Subscribe to my Lawn Care Marketing Blog Feed and get daily tips sent to you. Free!
Download your Free trial of Gopher Lawn Care Software.
Reply With Quote
Reply

Bookmarks

Thread Tools Search this Thread
Search this Thread:

Advanced Search

Posting Rules
You may not post new threads
You may not post replies
You may not post attachments
You may not edit your posts

BB code is On
Smilies are On
[IMG] code is On
HTML code is On
Forum Jump

Similar Threads
Thread Thread Starter Forum Replies Last Post
A compelling story helps you sell Steve Lawn Care Marketing & Post your marketing material for review! 1 01-08-2009 01:13 AM
What is the best way to sell my accounts? Greenmind Franchise Building, Entrepreneurs, Business Leaders, & Innovators Discussions 10 03-22-2008 09:31 PM
H3T. Will this sell? Steve Truck, Trailer, and Outdoor Power Equipment Discussion, Repairs. 2 01-31-2008 08:50 AM
Plant now, sell later Steve Tree Care, Irrigation, Landscaping, Hardscapes 6 11-29-2006 03:34 PM
Wal-Mart wants to sell ethanol Steve General Business Discussions 3 08-09-2006 03:31 PM

» Recent Threads
  RatingTitle, Username, & Date Last Post Replies Views
Repair or replace the...
lxarth
12-17-2014 05:07 PM
Today 03:49 PM
by Steve
6 154
Has Obamacare helped or...
Steve
Yesterday 04:37 PM
Today 03:47 PM
by Steve
2 61
Georgia Boys!
Chilehead
Yesterday 10:23 PM
Today 03:46 PM
by Steve
1 40
Hello from Md
homey
12-17-2014 06:55 PM
Today 03:44 PM
by Steve
4 120
I'm BACK!
SuperiorPower
12-16-2014 11:08 PM
Today 03:43 PM
by Steve
3 141
Employee job training...
brookline
12-15-2014 08:15 PM
Today 12:08 PM
by stevef1201
8 259
what do you "love" to...
calebmoss
07-06-2011 10:05 PM
12-17-2014 05:09 PM
by Chilehead
28 8,907
What Fertilizer to Use?
acrajchel
04-07-2014 02:56 PM
12-17-2014 01:11 PM
by Steve
23 2,934
Grass hopper mower
ExtremeLawncareServices
12-05-2013 09:51 AM
12-17-2014 09:40 AM
by SuperiorPower
34 6,080
Peco Bagger
AGPS
11-18-2014 02:20 PM
12-17-2014 09:13 AM
by SuperiorPower
15 1,275
These are the days on...
ExtremeLawncareServices
03-22-2014 10:12 AM
12-15-2014 10:30 PM
by ExtremeLawncareServices
188 16,507
New to Gopher Haul-from...
323k13l
12-12-2014 10:34 PM
12-15-2014 02:58 PM
by Steve
3 261
hi
creteland
12-12-2014 09:06 AM
12-15-2014 01:45 PM
by Steve
5 263
New addition to my small...
googus
12-12-2014 07:36 PM
12-15-2014 07:47 AM
by googus
4 328
Ferris IS700Z
rmccutchan
12-14-2014 01:10 AM
12-14-2014 11:41 PM
by rmccutchan
4 234
Charge what the market...
Billy Goat
12-09-2014 12:39 PM
12-14-2014 06:39 PM
by biglee
20 772
Hi from IL
steveinil
11-25-2014 02:07 PM
12-12-2014 07:18 AM
by steveinil
4 780
Utility Company Right of...
eastsidelandcare
12-11-2014 04:54 PM
12-11-2014 04:54 PM
by eastsidelandcare
0 252
leaf removal
Double J LLC
10-03-2014 05:24 PM
12-11-2014 04:50 PM
by eastsidelandcare
33 4,020
suggestions on full lawn...
Brian3137
12-10-2014 07:18 PM
12-11-2014 03:41 PM
by Steve
6 364
new to me box truck
jrayb39667
03-06-2014 11:20 PM
12-11-2014 09:43 AM
by Sprinkler Buddy
18 3,331
Hello from SW FL!!
5StarLawnscaping
12-05-2014 02:35 PM
12-10-2014 02:45 PM
by WesleySnips
7 600
Echo pb200 blower fuel...
googus
12-06-2014 09:03 PM
12-09-2014 06:35 PM
by Steve
3 445
Facebook
element009
03-23-2011 09:36 AM
12-09-2014 06:24 PM
by Steve
36 9,765
Are you prepared for the...
Steve
12-02-2014 04:13 PM
12-09-2014 06:22 PM
by Steve
7 864
Email Address Name
Just Cuts
12-07-2014 09:49 PM
12-08-2014 03:15 PM
by Steve
3 398
Inspection form
stevef1201
12-07-2014 10:38 AM
12-08-2014 03:10 PM
by Steve
1 395
Truck, Trailer,...
hawthornelawncare
12-23-2011 01:01 AM
12-08-2014 12:37 PM
by jrs.landscaping
108 34,128
Back Pack Blower
Ian Lovejoy
11-09-2014 08:41 AM
12-07-2014 06:35 PM
by stevef1201
24 1,674
Innovation by mandate
bayoubandit
11-29-2014 01:33 PM
12-06-2014 03:27 PM
by SGL1
12 932
Trying something new,...
ExtremeLawncareServices
09-21-2014 10:07 PM
12-05-2014 11:06 AM
by Steve
9 2,231
Good help is hard to find
Hanks Lawn Care Services
11-19-2014 03:27 PM
12-04-2014 01:32 PM
by stevef1201
15 1,413
How many hours is too...
Just Cuts
12-04-2014 09:00 AM
12-04-2014 01:02 PM
by Just for Cuts
6 577
Does this sound like a...
googus
12-03-2014 07:47 AM
12-04-2014 12:37 PM
by Steve
5 647
New website
Chilehead
11-20-2014 04:39 PM
12-04-2014 12:27 PM
by Steve
14 1,195
New website
SGL1
12-02-2014 10:55 PM
12-03-2014 11:17 PM
by BLC7
19 817
Websites, how long...
Dan Tanner
03-09-2014 08:29 AM
12-03-2014 11:12 PM
by SGL1
21 3,203
I Want to buy old...
ExtremeLawncareServices
10-10-2014 11:04 PM
12-03-2014 10:36 PM
by ExtremeLawncareServices
8 1,841
GPS trackers for...
Billy Goat
12-02-2014 06:09 PM
12-03-2014 07:17 PM
by Steve
8 676
My site is on fronts page
tbtigers03
11-14-2014 05:58 PM
12-03-2014 06:31 PM
by SGL1
17 1,409
Hiring Subs over Temps
Billy Goat
12-02-2014 06:26 AM
12-03-2014 01:24 PM
by Steve
3 606
Thanksgiving cards
Steve
11-10-2008 11:57 AM
12-02-2014 11:11 PM
by SGL1
11 9,497
New parking area
ExtremeLawncareServices
11-07-2014 09:47 PM
12-02-2014 02:17 PM
by jrs.landscaping
12 1,455
Pressure Washing...
WesleySnips
07-31-2014 07:13 PM
12-02-2014 08:47 AM
by SGL1
6 1,472
old contracts
bayoubandit
11-29-2014 11:10 AM
12-01-2014 11:20 AM
by Steve
3 689
Hi to you NOTHERNERS
stevef1201
11-11-2014 05:56 PM
12-01-2014 10:54 AM
by Steve
9 1,237
Lawn care truck
Steve
10-10-2009 03:40 AM
12-01-2014 10:45 AM
by Steve
32 15,140
Intuit Quickbooks...
CDLAWNCARE
11-30-2014 10:19 AM
11-30-2014 10:19 AM
by CDLAWNCARE
0 591
Say Hello !!!
Steve
03-19-2007 12:18 PM
11-28-2014 01:36 PM
by Just Cuts
1,196 355,514
Hello from Kentucky
TRV
09-30-2014 06:42 PM
11-28-2014 10:49 AM
by Steve
13 2,284
» Popular Tags
2wd aerocore apartment bid apartment complex applying auger billy goat brushcutter blades bush charge christmas deliquentaccounts ditches employee problems equipment rental first truck foreman georgia gopherhaul grass gravely growing a lawn care business holiday husqvarna jobs john deere quik trac labor cost landscape services lawn lawn care lawn care business podcast lawn care business seo lawn care business show lawn care business website lawn care business website seo lawn care website lighting lighting brass outdoor lights marketing mowing mr dave mulch mulch estimate mulch price new buisness new business new mower ordinance per hour charge podcast profit on employee pto push versus ride running a business savannah search engine optimization seo shreaded small engine repair starting a business starting a lawn care business start up lawn care business steep lawns sulky theft toro grand stand trailer trimmer rack walk behind wood
Powered by vBadvanced CMPS v3.1.0

All times are GMT -5. The time now is 05:14 PM.


(C) 2011 Riggs Publications - Terms of use & Privacy Policy

All times are GMT -5. The time now is 05:14 PM.

(C) 2011 Riggs Publications - Terms of use & Privacy Policy