SALES AND MARKETING Do You Plan Before You Call?

Sales are to a company what gas is to a car. If your beautiful convertible has an empty tank of gas, you’re not going anywhere. Sure, you can sit in the garage and dream a little, but without the fuel, all you can do is dream. A landscaping company without sales is just like the pretty car with an empty tank of gas. That’s why I love the statement “nothing happens until somebody sells something.”

One sales tip is to engage in call planning. Call planning is the process a professional salesperson goes through before he or she goes on a call. Notice I said “before.” By planning for the call, you can spend your time more efficiently and improve your closing ratio. A simple sheet can help with this process.
 
Create a call planning sheet and, for each client or prospect, note the date, time, address, source of referral and any other pertinent information. On that sheet note the type of service the prospect or client requested as well as your objectives in making the call. Under those objectives list the reasons that the prospect or client should buy your product or service. Be clear and concise: the fact you have clean trucks is not a reason to buy, but the fact that you offer a lifetime warranty on your plants is.
 
Next, list the possible objectives a prospect or client might have for hiring your company and note what your response will be for each objection if it is proposed. Lastly, list all the things you need to take with you on the call: your laptop with photos of jobs on it that are similar to what the prospect has requested; copies of brochures on pavers, plants, lights, etc.; and product information. 
 Consider including testimonial letters from happy clients and anything else you might need to convince the prospect or client to buy from you. Yes, this is a lot of work, but it is time well spent.
 
Planning for a call can and will help you improve your sales efforts. In addition to using the suggested call planning sheet, keep in mind the following simple tips for sales calls:

• Be on time for all appointments. People appreciate this and, trust me, it is noticed.
• Address clients as Mr. or Mrs. until they tell you otherwise. You’re showing them respect by doing this.
• Make doing business with you as easy as possible. Be accommodating with your meeting times and meeting places.
• Put all the details in writing for the client. Prospects and clients appreciate sales professionals who listen well and demonstrate their desire to “get it right.”
• Take your time. When you appear to be in a hurry, you certainly don’t show the client you want their business.
• Never, ever pressure clients to sign up right away. Rather, let them know you’re going to give them a couple of days to think it over. Be professionally pushy. By the way, I’m amazed at the prospects I have that sign up right away when I say, “Now why don’t you take a couple of days to think about this?” Many say, “There’s nothing to think about, where do we sign?” By me making them feel comfortable and not pushing anything, I gain their trust.
• Always say thank you, even if you don’t get the job. Even though you might not secure a contract this time around, you might get one later.

Selling is a critical function in all companies. Remember, nothing happens till somebody sells something.
 
For a copy of the exact call planning sheet we use at Grunder Landscaping Co., e-mail help@martygrunder.com with “call sheet” in the subject line and we’ll send it to you.

Marty Grunder is a speaker, consultant and author, as well as owner of Grunder Landscaping Co., Miamisburg, Ohio. Reach him at 866/478-6337, landscapesales@gie.net or via www.martygrunder.com.