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Every Tom, Dick and Harry is out there selling what you sell ... why buy from you? You have to give customers a good reason to buy from you (price) being just part of it ... business is about people ... personalize the sale ... and you stand a better chance.
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Phil, can you expand on "personalizing the sale?Originally posted by Phil Nilsson -
Okay ... it's a long story ... but I tell you it works ... click on this link for the "secrets to selling" ...Originally posted by Mclaughld
This is it and it's one of my "killer articles" ...
Read the article ... come back and let's kick it around some because the new "selling season" is fast approaching ...Comment
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How true is this in the lawn business. You are compeating against every Tom, Dick, and Harry......and Juan....and little Billy from down the street."People, I mean my friends and customers, want
recognition - somebody to pay attention and listen to their problems.
Customers don't buy yur stuff because of that stuff; they buy yur stuff
because they take a liking to ya - because you made them feel good about
themselves. Hell man, it's just good psychology." He continued, "Every Tom,
Dick and Harry, is sellin' what your sellin', so why buy from you? Ya, gotta
give 'em a reason, a good reason. Understand it now, do ya?"
So basically, your in the relationship business. You just happen to also service lawn. is that correct? Your selling these people a relationship with yourself. Once thats established, getting the customers business wont be an issue. I know its true for me that I like doing business with people I like.He went on to explain that if all you're selling is
a product or service, you're going to have a tough time. "Sell yourself
first. Sell yur customers on themselves," he said. "What yur sellin' doesn't
mean swat, diddly bop, zilch. Ya get it?
So the question becomes, how do you build this relationship?
Phil, could you give us an example of building this relationship. Say from doorhanger to initial phone call to first meeting to signed contract. Kind of a walkthrough or "step by step" of a perfect sign up. I just want to get an idea of what building this relationship involves.Comment
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Thanks for posting, got some valuble information out of this.Comment
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Ask the customer what they want done for services ... not just what you offer ... otherwise you are running a "sprecialty restaurant" ... you sell burgers and if customers want seafood or a steak ... they must go elsewhere ..
In the state of CT ... I have a client that is in the landscaping business but who really advertises as a "handyman service" ... when he gets a new client he tells them ... "We sell service" ... here is my cell phone number ... and I mean it ... if you need something done ... just call ... you get an answer 24-7 (you read that right) 24-7 ... a real person will answer the phone at 3am ? ... you got it.
If you were a customer of his ... and you called on a Saturday night let's say 9pm and told them to send a car to pick up your grandmother at the airport coming in on flight 234 landing at 11pm ... and "tote" her to your house ... consider it done! ... consider it done!
You would then be billed on your credit card (on file) at the rate of $45.00 per hour from door to door.
Let's talk service ... service is when you go out of your way for your customers ...
Does anybody here remember these words ???
"What can I do for you" ?Comment
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I think a good name for a company would be the name
At Your Service
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Nice thread, thanks Phil.Sodbuster®
Environmental Horticulturist
CPA
Nobody knows the ground rules of landscaping like Sodbuster®. I should. I wrote them.™Comment
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When we were installing commercial landscapes for a national motel chain ... we did the locations in Connecticut and Massachusetts ... one time the manpower crew did not show up to install the beds, night stands, clothes racks, chairs, tables etc in the rooms ... so the site manager who was anxious to get these rooms setup so he could get his C.O. and be ready to open the place for business ... asked me if we could do it ... absolutely I said! and ran out and bought a half dozen special tool sets to mount the headboards for beds and stuff ... and from then on ... (we) set up (all) the additional locations ... once the landscapes were "in" ... our crews then finished the rooms off ... we had to rent a giant forklift to raise the furniture boxes to a second level ... balcony level ... and of course we got the year around maint contracts on each location we wanted to do. ...
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