April Issue Extra: More Sales Amore

“How about a little more…” Some customers are interested in landscape enhancements, but are not exactly sure what extras they need. In these cases, Brown takes a digital picture of the property or conducts a walk-through with the client to familiarize them with the grounds. “As they look at the property on a day-to-day basis, we want them to view the site as others would, and this gives them a different perspective on things,” he commented. “Then, we’ll enhance those photos and digitally alter them – put in shrubs or flowers or more plants – and that gives people an idea of what the property would look like with some changes.”

Don’t forget to call back. Follow-up is crucial for those who want to maintain healthy relationships – returning phone calls, asking if clients are pleased with services, asking what the company can do to improve, Miller noted.

Also, avoid making false promises, which only lead to disappointment, Brown emphasized. “You’ll find a lot of new companies make promises that they just can’t fulfill in trying to gain work,” he said. “Make sure you follow through on what you promise.”

The author is Managing Editor – Special Projects for Lawn & Landscape magazine.