Matt Cline was a special education teacher and a high school football coach before leaving his teaching post behind for the green industry in 2000. While he’s been in landscape and irrigation full-time for 12 years, Cline, who co-owns Teacher’s Landscaping and Irrigation with his brother (also a former teacher), says that he makes education a big part of what he does. He loves holding seminars and teaching others about some of the best water management practices his company uses. He also puts a strong emphasis on educating the client. Cline recently shared his three best tips for educating customers.

Educate Yourself, First. Become the expert in the irrigation field. Consume as much info as possible regarding current trends, new technologies, and practices going on in the irrigation industry. Obtain a professional certification with a Green Industry group.

Communicate. Build trust and credibility with your clients through various communication channels. Demonstrating your knowledge and expertise through your website, newsletters, and social media links will build confidence with existing and potential clients. People want to do business with companies who are leaders and innovators of their industry.

Be intentional. Have a written plan, system, and protocol for educating and communicating with your clients. Determine ahead of time when and what needs to be said.