The easiest way to market your lawn or landscape business is in person. However...
... it’s also the easiest way to lose a sale, if you do it wrong.
Personal selling skills are critical to the growth of your lawn care or landscaping business, especially if you own a:
Unlike the other lawn care marketing strategies, this skill is 100% free.
This article will quickly show you how to sell more lawn and landscape jobs in person - without acting like a “scammy car salesman.”
In-person sales are the perfect marketing tactic for small and mid-sized landscape businesses for a few reasons:
It is also one of the best ways to upsell more profitable jobs to your existing clients.
Most owners shy away from this kind of advertising. They are afraid of coming off as “a sleazy car salesman.” They think it scares away clients…
…because it can.
But, follow these 3 strategies and you will go from “this guy just wants my money” to “Wow! This guy really knows what he’s talking about.”
Before we go any further, I need you to do something for me:
That’s how long it takes to make a first impression on your clients, according to the Association for Psychological Science.
Clients will make a snap decision on whether you are:
In under 0.1 seconds.
You only get one chance. How you look and how you act will determine the number of jobs you sell. You need to present yourself well.
What do clients see when they see you?
To look like a true professional, we recommend you:
Nail these, and you will be up to 43% more likely to get the client.
Clients don’t care what kind of fertilizer you use. They care about how it makes their lawn look.
Don’t talk about the products. Talk about the results.
When you talk to your clients, speak to what they actually care about:
On the other hand, you can’t sell what people don’t want.
This why it’s imperative to LISTEN TO YOUR CLIENTS.
This post from Entrepreneur.com explains that you should never talk for more than 60 seconds at a time.
Your clients don’t want to hear a monologue. In their minds, if you know what you are doing, you can explain it quickly. Otherwise, you come off as amateur… or worse, desperate.
There are exceptions – like, if they ask you a complicated question. In essence, that is them giving you permission to talk for longer.
Treat this relationship with care, and don’t tread on your client’s wishes by talking over them. Take cues from them – their body language, their smile, how they talk to you.
Listen to them, and they will tell you how to sell to them.
A good lawn and landscape owner will always keep business cards on hand. But cards get thrown out all the time.
If the client is worth it, try handing them something more permanent – something they would use after your conversation.
A fridge magnet, a calendar, or a mug with your logo on it can help you win more commercial lawn accounts and other valuable clients.
With these tips, it’s easy to sell lawn care and landscape services in person.
Remember, you are on the same side as your client. They WANT to pay you. You only need to show that you are focused on their satisfaction – and not on making a quick buck.