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, 01:22 PM
anaheimlawn's Avatar
anaheimlawn anaheimlawn is offline
Junior Member
 
Join Date: Apr 2009
Posts: 8
Rep Power: 7
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, 01:57 PM
Steve's Avatar
Steve Steve is online now
Administrator
 
Join Date: May 2003
Posts: 37,457
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, 02:52 PM
anaheimlawn's Avatar
anaheimlawn anaheimlawn is offline
Junior Member
 
Join Date: Apr 2009
Posts: 8
Rep Power: 7
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, 03:24 PM
Steve's Avatar
Steve Steve is online now
Administrator
 
Join Date: May 2003
Posts: 37,457
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 12:13 AM
What is the best way to sell my accounts? Greenmind Franchise Building, Entrepreneurs, Business Leaders, & Innovators Discussions 10 03-22-2008 08:31 PM
H3T. Will this sell? Steve Truck, Trailer, and Outdoor Power Equipment Discussion, Repairs. 2 01-31-2008 07:50 AM
Plant now, sell later Steve Tree Care, Irrigation, Landscaping, Hardscapes 6 11-29-2006 02:34 PM
Wal-Mart wants to sell ethanol Steve General Business Discussions 3 08-09-2006 02:31 PM

» Recent Threads
  RatingTitle, Username, & Date Last Post Replies Views
Dogs
Mr. Mow
06-29-2015 02:37 PM
Today 11:28 AM
by Steve
6 1,762
Ready to learn and get...
Koley Lawn & Landscape
06-28-2015 05:16 AM
Today 11:26 AM
by Steve
8 1,779
Three Stripe Land Care...
hammr04
Yesterday 07:19 PM
Today 11:24 AM
by Steve
1 41
Just about mid year, how...
GreenWorx
06-24-2015 07:05 PM
Yesterday 07:41 PM
by hammr04
5 1,845
Country Life Lawn Care
darleneh
06-29-2015 11:24 AM
Yesterday 01:25 PM
by Steve
3 1,700
Rubber mulch...
avetslawncare
06-24-2015 09:28 PM
06-29-2015 09:23 PM
by Chilehead
6 1,794
I dont know what to do...
Bradcook21
06-21-2015 08:49 AM
06-29-2015 02:30 PM
by Mr. Mow
11 2,023
Marketing ideas
xandrew245x
04-29-2014 06:35 AM
06-25-2015 07:11 PM
by GreenWorx
34 5,641
Never ending sod jobs
avetslawncare
06-05-2015 09:46 PM
06-25-2015 11:42 AM
by Steve
11 2,270
Weed and Feed Service...
mike94740
06-23-2015 05:50 PM
06-24-2015 09:56 PM
by avetslawncare
2 1,751
Trimming hedges / trees,...
Hard-Body lawn & garden
06-23-2015 07:08 PM
06-24-2015 09:59 AM
by Steve
1 1,751
Hi Everyone from Arkansas
KellyMarie
06-04-2015 04:16 PM
06-23-2015 01:34 PM
by KellyMarie
4 2,029
how to make customers...
Bradcook21
05-27-2015 05:04 PM
06-23-2015 06:36 AM
by GreenWorx
7 2,253
problems with a customer...
LawnCareMan280
06-16-2015 10:26 PM
06-22-2015 11:11 AM
by Steve
6 2,019
Please review this FREE...
markty
06-21-2015 07:42 AM
06-22-2015 11:00 AM
by Steve
1 1,777
A good commercial bid...
burtle
06-20-2015 09:09 PM
06-22-2015 10:56 AM
by Steve
1 1,832
What would you do with...
holymoly
06-20-2015 06:48 PM
06-22-2015 10:48 AM
by Steve
1 1,772
New Member just joined...
vgoleco@hotmail.com
06-19-2015 03:49 PM
06-22-2015 10:42 AM
by Steve
2 1,811
Credit Cards - What's in...
Shark1611
06-16-2015 03:04 PM
06-21-2015 07:24 PM
by Chilehead
4 1,902
Blade usage
Wolf4dk
06-16-2015 12:18 AM
06-21-2015 05:35 PM
by kslawn
4 1,915
Hello, I am new to the...
adamslawnservices
06-17-2015 08:06 PM
06-19-2015 10:28 AM
by Steve
3 1,845
Is it too late to do...
markty
06-16-2015 05:28 PM
06-19-2015 10:22 AM
by Steve
4 1,908
First commercial bid
SGL1
06-12-2015 08:57 PM
06-18-2015 05:04 PM
by SGL1
9 2,266
Needing a website built
burtle
06-17-2015 09:02 AM
06-18-2015 11:02 AM
by Steve
7 1,986
I have been rude and...
biglee
06-15-2015 10:11 PM
06-18-2015 10:46 AM
by Steve
10 2,070
Start LIKING FACEBOOK...
rlclawncare123
02-26-2015 12:06 AM
06-17-2015 08:38 AM
by burtle
9 3,160
Customer keeps adding...
Mr. Mow
06-13-2015 06:22 AM
06-16-2015 10:23 AM
by Steve
11 2,121
Pass discounts onto...
burnell76
06-03-2015 06:33 PM
06-16-2015 10:02 AM
by burnell76
3 2,006
burned grass only where...
nhauto
06-15-2015 05:28 PM
06-16-2015 09:45 AM
by Steve
2 1,876
Half year mark review.
Steve
06-02-2015 11:24 AM
06-15-2015 01:04 PM
by Steve
18 2,588
These are the days on...
ExtremeLawncareServices
01-11-2015 10:41 AM
06-15-2015 01:01 PM
by Steve
86 9,626
New Member
Bruce Fehr
06-05-2015 07:13 PM
06-15-2015 12:53 PM
by Steve
6 2,006
New to the business,...
CarefreeMowing
06-12-2015 02:36 PM
06-15-2015 12:50 PM
by Steve
1 1,889
Beginner Mistakes:...
Steve
01-31-2007 11:45 AM
06-13-2015 08:48 AM
by holymoly
45 11,958
New to the forum, new to...
CarefreeMowing
06-11-2015 12:35 PM
06-12-2015 10:44 AM
by Steve
2 1,809
problems with a customer
LawnCareMan280
05-19-2015 06:28 PM
06-11-2015 10:50 PM
by stallman419
8 2,357
Website Review
Outdoordesignsknox
06-08-2015 08:44 PM
06-11-2015 09:48 PM
by Just for Cuts
13 2,231
another newish job for me
holymoly
06-07-2015 08:34 AM
06-11-2015 10:05 AM
by Steve
8 2,027
Anyone need help? I have...
biglee
05-06-2015 12:22 PM
06-10-2015 01:45 PM
by holymoly
15 2,945
Hello from the GREAT...
gbfarmsllc
06-09-2015 11:10 AM
06-10-2015 01:29 PM
by Sprinkler Buddy
2 1,881
Hey guys and gals, I'm...
Joeyhall
06-03-2015 03:54 PM
06-08-2015 02:15 PM
by chris2500hd
8 2,120
Mowing Bermuda...
Mr. Mow
06-02-2015 12:45 PM
06-08-2015 12:45 PM
by Steve
12 2,280
Hey Guys
PrattLandscaping
06-07-2015 06:37 PM
06-08-2015 12:23 PM
by Steve
2 1,891
Share your stolen...
SGL1
05-27-2015 09:05 PM
06-08-2015 11:54 AM
by Steve
25 2,824
Hello there My name is...
zwalk1839
06-04-2015 11:10 PM
06-08-2015 11:52 AM
by Steve
4 2,007
Laid off oil field...
Mr. Mow
05-30-2015 09:03 AM
06-08-2015 06:20 AM
by Mr. Mow
4 2,116
How do you find one time...
Greg'slawnandlandscape
06-02-2015 09:57 PM
06-05-2015 09:49 PM
by avetslawncare
4 2,039
Show us your stripes
Just for Cuts
05-21-2015 03:07 PM
06-04-2015 05:24 PM
by ExtremeLawncareServices
6 2,338
Replacement Parts -...
nicholas-KC
08-16-2014 08:40 AM
06-04-2015 11:45 AM
by Steve
9 3,829
Say Hello !!!
Steve
03-19-2007 11:18 AM
06-04-2015 11:42 AM
by Steve
1,225 398,570
» Popular Tags
ad landscaping advertising apartment complex apartment lawn care estimate applying bark billy goat brushcutter blowout bob villa collections commercial curb appeal services demonstration design door hangers edging employee problems equipment dealer equipment rental facebook foreman free advertising free lawn care google growing a lawn care business hardscapes hills how to husqvarna increase customers jobs landscape landscape services landscaping lawn aeration lawn care lawn care busines plan lawn mowing marketing marketing secrets more customers business mr dave new business ordinance past due patio install per hour service plowing pricing push versus ride scripts secrets to landscaping shell shreaded small engine repair snow plowing sq ft square foot swzt trailer trailer mate pro tree trimmer rack up sell employee web design website website design winterization wood www.greenturion.co.za
Powered by vBadvanced CMPS v3.1.0

All times are GMT -5. The time now is 07:22 PM.


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

All times are GMT -5. The time now is 07:22 PM.

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