Marty Grunder's story begins like many other landscape contractors: start mowing lawns while in school as a way to earn some extra money. Then keep the business going while pursuing a college education.
Since receiving his degree from the University of Dayton, Marty has been able to continue growing the company. Today, he has more than 30 employees and expects to eclipse the $2 million mark in annual revenues this year. In addition, Grunder has started The Winner's Circle, a marketing, management and motivational consulting company for landscape contractors.
Based upon his experiences with his own landscape company and with other landscape companies, here are Marty Grunder's Top Ten Reasons Why Landscape Contractors Lose Clients:
1. Don't call clients and prospects back immediately and/or don't call clients back at all.
2. Don't handle problems immediately, let them drag out. Problems are opportunities to further develop loyalty.
3. Deliver less than promised.
4. Don't get quotes to prospects and clients immediately using every imaginable excuse not to do it. (Example: I've got to look at the new trucks, so I'll do that quote tomorrow.)
5. Don't communicate – problems with the schedule, problems with the job, other things.
6. Don't have a good, compelling presentation that shows clients or prospects hard indisputable proof why they should do business with you and only you.
7. Don't spend time with employees training and teaching … them how to treat clients. Employers need to treat employees the same way they want employees to treat clients.
8. Show a lack of appreciation for clients' business. A personal thank you can go a long way.
9. Don't listen to clients, interrupt them and don't take notes when they talk.
10. Lack of attention to details.
More information is available about The Winner's Circle at www.grunderswinnerscircle.com.
The author is Editor of Lawn & Landscape magazine.