Last month, Landscape Management published Part 1 of this post (Check it out here.). Now, here is Part 2, a collection of more important ways you can stay on the right track this season.
1. Find out how they make decisions.
It is important to know that you are speaking to the decision maker. But
it is not always polite to outright ask. In this case you can ask how they will
be making their decision? Will other people be involved in the process? Opening
up this line of questions also allows you to ask if they will be interviewing
other service providers as part of the process. These kinds of questions are useful
in sales: the more the prospect talks and you listen, the more targeted your
proposal can be.
2. Use pain to create urgency.
Pain is the ultimate motivator for hiring a contractor, especially for
switching from an existing contractor to a newer one. If you are not hearing
and exploring your prospect’s pain, then you are not practicing the refined art
of selling.
Your ability to create "urgency" is linked directly to the
amount of pain a client is feeling. You cannot pressure ("push") a
client into a sale, but you can create an environment where the client is
"pulling" you towards them, urgently asking you for a solution to
their problems. When you uncover a client's pain, dig into it and make sure you
understand it, and let your client simmer in their own pain. This will move
them urgently to action.
3. Identify their priority.
Everyone places a different value on different parts of his or her
property. You might be surprised what they find important, and where they are
willing to spend more money. You can't assume that what you think is important
is the same as what they think is important. This is relevant on both extremes
of the sales process. 1) When you are trying to submit a tight budget, and 2) When
you are looking to expand the sale.
Knowing their priorities allows to you to propose higher margin add-on
sales, higher margin materials, and higher margin solutions -- especially when
it corresponds to services that you uniquely provide.
4. Set follow up dates.
In the busy spring it is paramount to leave each appointment and phone
conversation with a follow-up date. You can raise your sales by up to 50% by
doing so, and concurrently free up more of your valuable time. Some prospects
will resist you when you try to do this, but don't let their lack of being
time-focused impede your need for working in an orderly fashion. Most of the
time you can ease a truly qualified prospect into agreeing to a follow up date.
By taking control of the conversation, you will separate out the shoppers from
the truly interested.
5. Make the 3rd sale first.
When making the first sale to a new client always think about the 3rd
sale. Treat your qualified prospect as if they are already a client; give them
great service and show them why you are the vendor of choice. Caveat, this
should be done on qualified (Green Light) prospects. Be prepared to let them
win on small points, and you focus on winning their trust and the sale.
As I always say, Treat prospects like clients and clients
like prospects, and you can’t go wrong.
Jeffrey Scott, MBA, author and consultant, grew his landscape company into a successful $10 million enterprise, and he's devoted to helping others share the same success. He facilitates PEER GROUPS for landscape business owners who want to transform and profitably grow their business. For more information, go to www.JeffreyScott.biz, email Jeff@Jeffreyscott.biz, call (203)220-8931 or log onto www.GetTheLeadersEdge.com.
22 comments:
Hi,I am glad to see the informative blog.I gained lot of information from your blog.Keep good work in the blog.
Article Directory
Great techniques you have here. Thanks. To increase sales too, social media advertising I think is really powerful. I have also read some lawn care business tips that talks about the “build-up” concept said to be highly logical and strategic. It is launching your online marketing from the simplest, most affordable and far-reaching way, and gradually builds up to figure in dynamic avenues with more clear-cut specifications.
These are great techniques, thank you! Very useful post.
Hi, nice post. Well what can I say is that these is an interesting and very informative topic. Thanks for sharing your ideas, its not just entertaining but also gives your reader knowledge. Good blogs style too, Cheers!
- The Landscaper Burlington MA
thank you for this techniques.it will surely help us a lot :)
very nice posting, very interesting technique, we cam also provide landscape services in chennai
thanks for sharing nice stuff
By Melissa
Articles and Tips, Free Online Articles
Excellent Blog
Recruitment in BPO
This is a very helpful tips. Everyone who read this will benefit for it. thank you
Fantastic...Thanks for sharing this useful technique, it would help everyone to be come a success...nice job... quality management system
too gud..............thanks for sharing info.......
Contractor Management Solutions
Excellent landscape management tips. The last sentence is entirely true.
Would you find mulch under landscape supplies? I need some for my garden in the front and it the back. It is the last thing that I need to do with my landscaping. http://www.silverdalesandandsoil.com.au/
Hey to everyone, it’s my first visit of the blog site; this blog includes awesome and actually best info for the visitors. hovenieramersfoortgroep
I don't think numerous websites offer these posts of collection. click here
In actual fact the blogging is spreading its wings fast. Your write up is the best example of it. larrylander
Nice written!! I have been a big fan of your blogs. thanks
I think this is a charming issue, I expect you would surely post on it again sometime near the future. Thanks guys! Charlotte landscaping
This is surely a very good blog, thanks a lot for sharing such nice information here. leaf blower
Thanks for sharing the wonderful information about landscaping in your blog Best Landscape Services Fort Worth TX
Very good. Thanks for your sharing.
Swimming pool Dealers in ECR
very nice post. I really love this. thank you.
Swimming Pool Filtration in Chennai
Swimming Pool Services in Chennai
Swimming Pool Maintenance in Chennai
Very helpful tips and ideas you disclosed in this post. The rich information and guidelines you explained were really very useful and support making for the landscaping management. I can also drop a support site for the Toronto dwellers to meet the purpose and it's landscaping toronto. Expect guys here find it interesting.
Post a Comment