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 offline
Administrator
 
Join Date: May 2003
Posts: 36,816
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 offline
Administrator
 
Join Date: May 2003
Posts: 36,816
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
TaskEasy & Plowz & Mowz...
jrwalker333
Today 01:02 PM
Today 01:02 PM
by jrwalker333
0 30
These are the days on...
ExtremeLawncareServices
01-11-2015 11:41 AM
Today 09:34 AM
by ExtremeLawncareServices
9 460
second year advise
cmdlawncare
01-23-2015 06:22 PM
Yesterday 11:42 PM
by jrs.landscaping
3 109
Lawn care truck
Steve
10-10-2009 03:40 AM
Yesterday 10:54 PM
by Chilehead
39 15,777
What happened to Better...
Steve
01-27-2014 04:07 PM
Yesterday 01:13 PM
by WesleySnips
16 2,978
need advise
rawssrob
02-23-2010 02:45 PM
01-23-2015 06:40 PM
by cmdlawncare
7 2,501
please Help with none...
Lawnboyman1170
01-09-2015 09:46 AM
01-23-2015 03:39 PM
by burnell76
7 436
does this sound good or...
Bradcook21
01-22-2015 09:24 AM
01-23-2015 02:02 PM
by Steve
8 218
New to forum
ROB N
01-23-2015 08:35 AM
01-23-2015 01:53 PM
by Steve
1 76
Looking for advice on...
berryjam
01-21-2015 07:37 PM
01-23-2015 01:50 PM
by Steve
9 239
Extending the life of...
rmccutchan
01-17-2015 12:37 AM
01-23-2015 01:43 PM
by Steve
8 302
osceola lawn service
jasa@wildblue.net
01-22-2015 03:23 PM
01-23-2015 01:38 PM
by Steve
1 97
How many contracts...
5StarLawnscaping
01-12-2015 03:51 PM
01-23-2015 08:46 AM
by jrs.landscaping
8 419
Tax Question
Wolf4dk
01-20-2015 01:11 AM
01-22-2015 02:28 PM
by Steve
4 212
Billy Goat Vac
Mr. Mow
01-19-2015 07:42 AM
01-22-2015 02:18 PM
by Steve
6 211
"Part Timers", "Low...
doug1980
06-10-2009 12:55 PM
01-22-2015 02:09 PM
by biglee
39 10,097
Property Pricing
GVL
01-19-2015 02:46 PM
01-21-2015 02:18 PM
by Steve
5 255
Landscapers Source For...
breadcrumb
01-16-2015 02:44 PM
01-21-2015 05:55 AM
by breadcrumb
14 408
Hoa advice
Bradcook21
01-16-2015 09:36 PM
01-20-2015 04:30 PM
by Steve
4 250
My Invention
biglee
01-11-2015 07:51 PM
01-20-2015 10:16 AM
by biglee
16 586
How to beat the pre pay...
stansg1fresh
01-13-2015 04:33 PM
01-19-2015 03:38 PM
by ringahding1
3 317
Hello from Md
homey
12-17-2014 06:55 PM
01-19-2015 01:37 PM
by Steve
12 1,098
Hi from Illinois
burtle
01-02-2015 09:46 PM
01-19-2015 01:22 PM
by Steve
3 486
Hello from SW FL!!
5StarLawnscaping
12-05-2014 02:35 PM
01-19-2015 01:20 PM
by Steve
14 1,413
Lost my @#$ blower
stevef1201
01-11-2015 08:31 AM
01-17-2015 02:21 PM
by lxarth
2 350
Another Illinoisan.....
barhopper
01-11-2015 05:38 PM
01-16-2015 04:29 PM
by Steve
10 399
marketing with pizza...
apmAkron
01-15-2015 09:57 AM
01-15-2015 06:29 PM
by Steve
4 238
CRM and Quickbooks?
5StarLawnscaping
01-15-2015 08:06 AM
01-15-2015 08:06 AM
by 5StarLawnscaping
0 171
New Member, Indiana Iraq...
Timbo
07-14-2011 09:44 AM
01-14-2015 06:14 PM
by Steve
10 3,767
check this box truck out!
BLAZIER-1991
01-07-2015 07:40 PM
01-13-2015 03:06 PM
by biglee
8 605
My community only ad...
googus
01-12-2015 09:55 AM
01-13-2015 02:44 PM
by Steve
5 298
12 Years in Business!
Chilehead
10-23-2014 09:07 AM
01-13-2015 09:37 AM
by Chilehead
18 1,773
use a small business...
BLAZIER-1991
12-25-2014 12:21 AM
01-12-2015 06:32 PM
by BLAZIER-1991
30 1,525
tips on creating a...
BLAZIER-1991
01-08-2015 07:22 PM
01-12-2015 06:19 PM
by BLAZIER-1991
4 443
During Your Down Time
achri12
12-24-2014 03:03 PM
01-12-2015 03:54 PM
by Steve
10 1,059
Leaf cleanup
Bradcook21
01-09-2015 02:21 PM
01-12-2015 12:22 PM
by Jamesw86
4 409
Has Anyone Used Plowz ?
dpld
01-08-2014 12:14 PM
01-11-2015 02:17 PM
by burtle
20 3,320
What to pay help
Bradcook21
01-07-2015 01:32 PM
01-08-2015 07:01 PM
by Steve
1 449
Need a trailer
googus
01-07-2015 09:40 AM
01-08-2015 10:24 AM
by Upscale2
7 548
Do you guys charge buy...
burtle
01-02-2015 09:58 PM
01-07-2015 08:37 PM
by Shark1611
14 903
Organic Lawn Care...
NHray
10-17-2014 07:05 PM
01-07-2015 07:05 PM
by greyhound
18 2,143
Need advice please
CHenricks
01-06-2015 01:17 AM
01-07-2015 03:34 PM
by Steve
4 517
Mowing 2 acres
Bradcook21
01-05-2015 03:13 PM
01-07-2015 03:32 PM
by Steve
9 649
Ideas on a large bid
Knaubone
12-21-2014 11:57 AM
01-06-2015 03:55 PM
by Steve
5 971
Trailer with 4ft sides...
mayala030292
01-02-2015 09:01 PM
01-06-2015 03:33 PM
by Steve
5 601
A tip to get good...
biglee
01-04-2015 12:07 AM
01-06-2015 03:30 PM
by Steve
4 585
Work Shoes!
rsanchez1203
02-19-2013 12:07 PM
01-05-2015 09:18 PM
by Havanese2
13 7,433
EDDM post cards
hemiman
02-13-2014 06:36 PM
01-05-2015 04:22 PM
by Steve
14 2,390
Cleaning your Mower and...
MNK
01-03-2015 01:22 AM
01-05-2015 09:17 AM
by rmccutchan
10 740
where to find more...
BLAZIER-1991
01-02-2015 12:17 AM
01-04-2015 12:51 PM
by BLAZIER-1991
6 625
» Popular Tags
4wd aerocore apartment bid apartment lawn care estimate applying auger billy goat brushcutter blades bush deliquentaccounts ditches door hangers employee problems equipment rental ferris first truck foreman georgia google gopherhaul grass growing a lawn care business how to husqvarna introduction jobs john deere quik trac landscape services lawn lawn care lawn care busines plan lawn care business podcast lawn care business seo lawn care business show lawn care business website lawn care business website seo lawn care seo lawn care website lighting brass outdoor lights managing a lawn care business marketing mulch new buisness per hour service podcast pricing pto reo savannah search engine optimization seo shell snow plowing sq ft square foot starting a business starting a lawn care business steep lawns sulky theft toro toro grand stand tractor auger trailer trailer mate pro tree up sell employee walk behind wood wright stander rh
Powered by vBadvanced CMPS v3.1.0

All times are GMT -5. The time now is 06:52 PM.


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

All times are GMT -5. The time now is 06:52 PM.

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