More photos from PLANET Day of Service

Here are some more shots of Hemlock Landscapes and the 135th Company of Ohio National Guard in action during Day of Service yesterday. Nicely done!

—Beth Geraci

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A PLANET Day of Service project in action

What a great morning it's been. Hemlock Landscapes, based in Chagrin Falls, Ohio, invited me along as they participated in the Professional Landcare Network's (PLANET's) Day of Service event. Hemlock donated staff, time and materials to the project, which involved sprucing up the grounds of the Ohio Army National Guard's 135th Military Police Co.

National Guard troops worked alongside Hemlock staff, together mulching beds, raking, mowing, removing dead trees and planting new ones. Here are a few photos of the crew on the job. —Beth Geraci

Ohio landscaper leads cleanup at 'mud fest'

The annual Number Fest in Athens, Ohio, has pretty much built its reputation on being a mess. It's such a mess, in fact, that it's more commonly known in the area as the "Mud Fest." But we were heartened by a story we read in The Athens (Ohio) News that reports one landscaping company set out to make this year's fest, held April 13, the cleanest one ever on the books. 

Joshua Kyae, the owner of Joshua Tree Lawn and Landscape, contributed labor and equipment to the 11th Annual Number Fest as part of a recycling initiative meant to reduce waste sent to landfills.

Kyae and his team took 55-gallon refuse drums set up at the event to a recycling center throughout the day, sorting the recyclables into separate containers for hauling, the newspaper stated. Kyae first thought to help after contemplating how much waste such a large festival would produce.

Depending on this year's overall results, Kyae told the newspaper, "I would be more than happy to do this on a more regular basis, especially if it's profitable."

Read the full story here.

—Beth Geraci

FD2B Talk Radio Insight of the Night: Richard Heller

There's a common misconception that “green roof” and “rooftop garden” are one and the same. Although there are some similarities, there are significant differences, explains Richard Heller, CEO/CFO of Greener by Design in Pelham, N.Y.

Green roofs are intended to reduce energy costs by helping regulate temperatures within the building, keeping them cooler in the summer and warmer in the winter. In addition, they're designed to absorb as much as 80 percent of the rainfall that lands on the roof, significantly reducing the amount of water that flows into the city’s sewer systems and treatment plants.

Many times green roofs are as simple as a drainage membrane that's laid upon the existing roof and then covered with “trays” of a groundcover like sedum, which requires very little maintenance once it's established. They may or may not be accessible.

Rooftop gardens, on the other hand, are designed to create useable and functional space for the building owner and its occupants and may or may not take on the qualities of a green roof. 

Show: Go To Heller For Green Roofs
Guest: Richard Heller, Greener By Design, Pelham N.Y.
Date: April 17, 2013
To listen to the full show, CLICK HERE.

Techniques for increasing sales this spring

By Jeffrey Scott, consultant

1. Profile your Red Light clients.

In the heat of the spring it's easy to get swept up in the leads that make your phone ring. But how will you service them all with adequate attention? You will be best served if you can create a filter that will remove the unqualified (Red Light) leads from your pipeline. To do this you need a profile of the type of prospect you will NOT try to sell. To create this profile, ask yourself the following questions:

• Who have I bid in the past that I never seem to sell?

• What is the bottom 5 percent or 10 percent of current clients that I wish to grow beyond? (You can’t reach the high fruit if you hang onto the rotten apples lying on the ground.)

• Is there a client type that I have sold in the past that consistently loses money for me?

• Is there a type of client that buys only partial services and ends up being unhappy and thus distracting my time and focus?

Create a profile and screen out these appointments by phone.

2. Reach “conceptual agreement” first

Before you make a proposal, and in order to maximize your chances that your proposal will be accepted, it's imperative that you reach "conceptual agreement" with your prospect. To do so you need to ask enough questions to get at the root of: 

• Why they are buying?
• What's their priority?
• Is your solution solving their problems and meeting their needs?

If you write up proposals without first going through these steps, you're far less likely to close the sale, and you're more likely to waste your time in useless follow-up appointments. You will work far more efficiently if you can gain "conceptual agreement" first, then write up and present your proposal.

3. Separate emotions from money.

The only thing worse than a prospect who's price shopping is a salesperson who's emotionally tied to the price of his or her product. Stop worrying about the price, stop defending the price, stop obsessing about the price, and instead, have quiet confidence in your fee structure. Give your clients options and different price points, and for those who want to spend less, show them an option that meets their budget. 

Don't negotiate with yourself and don't lower your margin just to get a client to say yes; instead, ask better questions and make targeted recommendations. 

4. Make small sales on the spot.

Some products simply don't deserve a follow-up appointment. The cost of going back to your office, working up a proposal and emailing it back to the client costs much more in time and opportunity cost than is often admitted. Give yourself permission to make small estimating mistakes. Add a field estimating contingency of 5 to 10 percent to estimates presented in the field. Jobs of $1,000 to $5,000 and even more can be estimated and sold in the field. Moreover, selling by email is not selling at all. You're much more likely to uncover and deal with objections if you present the price in person. 

Make it enticing, so the client will say "yes" on the first visit. Throw in a low-price/high-value add-on if they sign on the spot. Or, bring a copy of your schedule and show them how you can put them on the schedule and save their spot if they give you a down payment or sign up now.

5. Don't be an order taker. 

When clients tell you succinctly what they want, it's not always in your best interest to simply react to their request for a price. Don't be an order taker. It puts you in the position of being compared with the next contractor your prospect is interviewing. Change the prospect’s assumptions. Show your value by negating one or two of their assumptions and adding in one or two of your own. If they come to the meeting with a solution, challenge their solution, dig deeper to the underlying needs and present your own solution. Be a leader. Good clients like to follow a leader.

6. How can I help you? What would you like to accomplish in today's meeting?

This is a good two-part question that can be asked and re-asked over the course of a sales appointment. It allows the prospect to think more deeply about his or her needs.

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, or call (203)220-8931.  

www.GetTheLeadersEdge.com.

Non-traditional landscape industry marketing tactics

Two interesting marketing-related items came across my desk (or should I say inbox) today, and I couldn't resist sharing them ASAP. 

Driveway drop

A Plus Lawn and Landscape's "driveway drop" wallets

Residents of Central Kentucky may be finding black wallets in their driveways this spring, but they shouldn't be alarmed or try to call the police, reports Kentucky.com. They should open them up and at the very least get a kick out of the guerrilla marketing tactic employed by A Plus Lawn and Landscape Inc. of Lawrenceburg, Ky. Looking for an alternative to direct mail, owner John Rennels devised this "driveway drop" program because, as the reporter points out, "People most definitely will pick up a wallet."

Radio star

M.J. Storey Landscape Construction in Southern Maine, has effectively added a more traditional marketing medium (though not necessarily traditional for the Green Industry) to its mix: radio. The results have been impressive: "We experienced a 45 percent growth in one year once we went on the radio," owner Michael Storey says, as reported by Portland Radio Group's blog. Listen to the award-winning commercial here: http://snd.sc/ZnMczJ
—Marisa Palmieri

Read more here: http://www.kentucky.com/2013/04/15/2601765/did-you-find-a-wallet-in-your.html#storylink=cpy#storylink=cpy

Read more here: http://www.kentucky.com/2013/04/15/2601765/did-you-find-a-wallet-in-your.html#storylink=cpy#storylink=cpy

Read more here: http://www.kentucky.com/2013/04/15/2601765/did-you-find-a-wallet-in-your.html#storylink=cpy#storylink=cpy

CNN poll shows 6-year high in optimism

In a week full of bad news ranging from school shootings to menacing behavior from North Korea, we're happy to report that a silver lining finally emerged in a CNN poll released today. For the first time in six years, 50 percent of Americans polled said they're optimistic about the way things are going in the U.S. 

“The number continues an upward pattern since the summer of last year, when only 35 percent were optimistic about the country’s conditions,” CNN Polling Director Keating Holland stated in the CNN story on the matter.

Despite the country's 7.6 percent unemployment rate, with the stock market climbing the way it's been, Americans haven't felt so upbeat since January 2007, "when 57 percent felt the country was in good shape," the story stated. 

Are you feeling optimistic too? Please tell us what you think! And check out the full CNN story here.

Have a great weekend!

—Beth Geraci

FD2B Talk Radio Insight of the Night: Mike Rorie

Even at a young age Mike Rorie, former CEO of GroundMasters, realized the best way for him to be successful was to choose a specific segment of the landscape market and build a business to serve it. He saw an incredible opportunity in the commercial maintenance market in the Cincinnati area, which is where he grew his company to be one of the most prestigious and successful landscape maintenance companies in the area, eventually selling to The Brickman Group in 2006 after 27 years in business.

Rorie attributes much of his success to focusing on his target market and not trying to be “all things to all people.” While many businesses did and still do fight to be the lowest price service provider, he preferred his brand to be known for its quality of service, which was offered at a higher price point than his competitors'.

Listen to this week's show to gain even more insight as Rorie explains how he grew his landscape business from an $11,000 residential maintenance service company to a $30 million commercial maintenance dynasty.

Show: Go Mike Rorie
Guest: Mike Rorie, Go iLawn/GIS Dynamics, Cincinnati, Ohio
Date: April 4, 2013 
To listen to the full show, CLICK HERE.

North Carolina landscaper plays role in community fountain

A 10-foot-high fountain under construction in Hendersonville, N.C., will spring to life May 1, and a local landscaper is playing a part in it. 

When it's completed, the fountain will be in the shape of three local Blue Ridge mountain ranges. And its foundation of native boulders is being helped along by Hendersonville landscaper Steve Haun, owner of Tanbark Landscape Company. Haun is helping the fountain's artist, Berry Bate, to integrate 500-pound granite boulders into the fountain's metal structure.

Each piece has “to be set just right” for the fountain to flow well, he told Emily Weaver, a reporter from the Times-News newspaper, who wrote about the project. It “has to all tie together,” he added.

When the fountain is finished, "waterfalls will flow down the mountains in several places, over a cropping of stones, illuminated by artificial and natural lights to add life to the piece," Weaver wrote. Ultimately, the fountain evokes those things in this North Carolina region residents appreciate most—waterfalls and mountains.

For more on the fountain and Haun's involvement, check out Weaver's complete story here.

—Beth Geraci

Pew survey: Most Americans say immigrants should stay

A new survey from the Pew Research Center finds that seven-in-ten Americans (71 percent) say there should be a way for illegal immigrants to remain in the U.S. if they meet certain requirements, while 27 percent say they should not be allowed to stay legally. There are approximately 11 million illegal immigrants in the country.

President Obama recently said he's confident an immigration reform bill would pass by the end of the summer if a draft of the bill is released in early April. 
Most who favor providing illegal immigrants with some form of legal status – 43 percent of the public – say they should be allowed to apply for citizenship, but 24 percent of the public says they should only be allowed to apply for legal residency. 

The national survey by the Pew Research Center, conducted March 13-17 among 1,501 adults, finds that overall attitudes about immigrants in the United States are more positive than negative, despite the nation’s struggling economy. --Marisa Palmieri

ValleyCrest and IFMA pitch in for those with developmental disabilities

We were happy to hear this month that ValleyCrest and the International Facilities Management Association (IFMA) collaborated on a landscaping project supporting people with developmental disabilities. The project took place on March 20, the first day of spring.

ValleyCrest and IFMA donated their time and equipment to the project, beautifying the grounds of Cary, N.C.-based non-profit Life Experiences, Inc. The non-profit helps employ people with disabilities and empowers them through their work.

Here are a couple photos of the project in action, courtesy of Life Experiences, Inc. Nicely done!

--Beth Geraci

FD2B Talk Radio Insight of the Night: Rich Arlington

After being discharged from the Marine Corps for medical reasons, Rich Arlington of Rich Arlington & Associates, Erie, Pa., struggled with trying to figure out what to do with the rest of his life. He sought help from a Marine physician who listened to his concerns and then gave him some good solid advice that still drives him to this day. He said, “Suck it up Marine. Overcome, adapt, improvise and make it happen.” And that’s exactly what he did.

According to Arlington, anybody can complain. That’s easy. When adversity does hit you, in business or in life, you need to remember that there's always is a way to overcome it, there's always someone who's had the same experience and pushed through it and there are always people willing to help you, if you just ask.

The bottom line: That which does not kill you makes you stronger.

If you don’t believe this, just listen to the entire interview or read Arlington's book, “Why Not You?" Proceeds from the sale of the book are used to help veterans throughout the U.S. 

Listeners are also eligible to win a free autographed copy of “Why Not You?” or the student version of DynaSCAPE Software.

Show: "Why Not You?" with Rich Arlington
Guest: Rich Arlington, Rich Arlington and Associates, Erie, Pa.
Date: March 27, 2013
To listen to the full show, CLICK HERE.

Editor's note: As part of a partnership between Landscape Management and FD2B Talk Radio, we'll be posting an "Insight of the Night" every Thursday from the previous night's radio show. FD2B Talk Radio is a Green Industry radio show that broadcasts live every Wednesday at 7 p.m. Eastern. Its host and founder is LM columnist Jody Shilan, who's also the editor and founder of FromDesign2Build.com.     

Think like an owner Part 2

By Jeffrey Scott, consultant

Earlier this month, Landscape Management featured Part 1 of this two-part blog series. Now, it's time for Part 2—three more valuable tips on how to think like an owner.

1. Generate referrals

Your clients will refer you when they are wowed by your work and by the impression you leave with them each day when you come onto and leave their property. Every customer contact is an opportunity to make them happy they hired you. It starts with a genuine smile and a wave hello, and an extra touch like picking up their paper or garbage blowing around. It is further supported by a genuine question to see if there is anything else they need, and it ends with a job site cleaner than you found it. For those in the office, making your client feel 'special' each time they call will go a long way. When you find out the clients name, repeat it and give them a phone-hug,  "Mr Smith, I am SO glad you called, how can I help you today!" Say this with enthusiasm, and you will be remembered and referred. I guarantee it!

2. Learn valuable skills

Would you like to increase your chances of earning a raise? One thing you can do: learn new skills that your company needs in order to stay competitive. What skill would help you become more productive and help your company win more work? If you are not sure, ask your supervisor for suggestions. The more you learn and apply in a productive manner, the more you can earn. But don't do it just for the money. 

"Life is a journey, punctuated by learning new skills," Jeffrey Scott 

The more skills you master, the more you will feel motivated and satisfied by your work, and the more confident you will be. Do it for the internal satisfaction!

3. Bring a higher standard to work.

Owners like employees who are focused and want to do things right.  But since no one is perfect, there is always room to improve. Where can you improve your focus and workmanship? Where do you have go-backs, or where do you spend excessive time? Where are your clients not 100% thrilled with your work? Start with reflection:

• On Friday think about one thing you could improve from the previous week, and commit to improving on it the following week.
• Make notes at the end of each day on how you did to improve.
• Keep a little black book of improvements.
•  Find one specific area each week to improve on.

By the end of a full year you will have improved in over 50 areas! Wow—that will have a huge impact with yourself, your clients and your company! Sweat the details, and your clients and boss will notice. 

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, or call (203)220-8931.  

www.GetTheLeadersEdge.com.

FD2B Talk Radio Insight of the Night: Jeff Korhan

According to consultant and author Jeff Korhan, you need to look at social media marketing as a three-legged stool. The first leg is attraction, the second is engagement and the third leg is conversion. If you have all three, your stool will remain perfectly balanced. If not, it will tip and wobble and be completely ineffective.

As Korhan explains, people go to the internet for two reasons: to be entertained and to solve problems.

If you're providing original content online that does both of these things well, then search engines like Google are going to quickly find you and significantly raise your rankings.

Korhan demystifies social media marketing and breaks it down into a simple process that's similar to what you're doing right now with your traditional marketing efforts, such as developing new leads through recommendations and referrals. His new book, Built-In Social, is due out next month from Wiley.

Show: Converting social marketing practices into everyday profits
Guest: Jeff Korhan, True Nature, Naperville, Ill.
Date: March 20, 2013
To listen to the full show, CLICK HERE.

Editor's note: As part of a partnership between Landscape Management and FD2B Talk Radio, we'll be posting an "Insight of the Night" every Thursday from the previous night's radio show. FD2B Talk Radio is a Green Industry radio show that broadcasts live every Wednesday at 7 p.m. Eastern. Its host and founder is LM columnist Jody Shilan, who's also the editor and founder of FromDesign2Build.com.    

A much nicer tree story

Last week on this blog, we wrote about a heartbreaking tree-related story (Check it out here). Now, we relay one that's much more positive. South suburban Chicago paper Southtown Star recently wrote about Jim Tresouthick, a landscape maintenance supervisor for the village of Homewood, Ill., who's taking a stand against the emerald ash borer and planting an urban forest to last generations.

Nearly 2,600 of the town's ash trees were impacted by the emerald ash borer. Now, Tresouthick is busy planting a "forest of the future" in the village. His goal, he tells the paper, is to plant between 42 and 80 tree species that are able to thrive in an urban environment—"something that will be here for generations."

It's nice to read about someone who's taking action and really making a difference. Read the full article and learn more of Tresouthick's efforts, here.

--Beth Geraci

FD2B Talk Radio Insight of the Night: Joe Salemi

The easiest and probably best way to develop relationships with community and industry influencers is by getting involved. Influencers don’t sit around waiting for things to happen; they make things happen. They also align themselves with others who make things happen and get things done. 

According to DynaSCAPE's Joe Salemi, two great ways to reach these people are by volunteering your time to a community or charity project and getting involved with landscape associations. Volunteering for a worthwhile project is a great way to do something positive and get your name and your company's name out there. Not only will you get you noticed, you’ll get noticed by the right people. The decision makers.

Participating and getting involved in landscape associations does the same thing. It raises awareness to you and your business and shows that you’re active in your industry. Influential people, both inside and outside the industry, put a high value on this activity because they themselves are the same way. They volunteer and get involved and are attracted to those that do the same.

For a chance to win a free student version of DynaSCAPE, listen to the entire interview.

Show: Developing strategic relationships with industry influencers
Guest: Joe Salemi, DynaSCAPE, Ontario Canada
Date: March 13, 2013 
To listen to the full show, CLICK HERE.

Editor's note: As part of a partnership between Landscape Management and FD2B Talk Radio, we'll be posting an "Insight of the Night" every Thursday from the previous night's radio show. FD2B Talk Radio is a Green Industry radio show that broadcasts live every Wednesday at 7 p.m. Eastern. Its host and founder is LM columnist Jody Shilan, who's also the editor and founder of FromDesign2Build.com.