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Don't Sell! Help Your Clients Buy. Jody Shilan, Editor As most of you know by now, I truly believe that the best way to understand the sales process is by paying close attention to your own experiences when you yourself are being sold to. The reason being that, however a sales person makes you feel during a
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Make Money this Summer by Un-Mulching Jody Shilan, Editor Although I typically discuss landscape design and construction, I am taking a slight detour to discuss something that has become an epidemic in the landscape industry. This is something that is literally killing our landscapes and reducing the value of
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Technical Foul: Un-Salesman Like Conduct Jody Shilan, Editor When it comes to sales, the reality is that you are never going to sell every job. This goes for design fees, maintenance contracts and design/build installations. It doesn't matter if you are the most personable designer in the world, or an aggressive and
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Plan the Plan Jody Shilan, Editor It never ceases to amaze me how an industry that invests so much time and energy into planning the location of every tree, shrub and perennial spends such little time planning the installation itself.
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Le Tour De Cash Jody Shilan, Editor I have two very important goals when it comes to my design/build sales process. The first goal is to limit the amount of time I waste on "suspects", so I can focus my time and energy on legitimate prospects. The faster that you can weed out the tire-
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A Design/Build Garden Center Jody Shilan, Editor I am very excited to tell you about a new business opportunity that I am experimenting with, and think that it is something that many of you should consider as well. One of the contractors that I design for introduced me to the owner of a local
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Penny-Wise and Pound-Foolish Jody Shilan, Editor I am still amazed at how many homeowners are willing to spend significant amounts of money on their landscape, yet are unwilling to invest a minimal amount of time and money on a professional landscape plan to understand how and where their money
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Just Set It and Forget It Jody Shilan, Editor Anybody who has watched enough TV at 3:00 a.m. certainly recognizes the tag line, "just set it and forget it" from Ron Popeil, and his variety of infomercial-based cooking appliances. They make everything seem so simple to use, as any good infomercial
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If You Ain't First, You're Last Jody Shilan, Editor One thing that you should know about me is that I practice what I preach. In other words, everything that I write about is not only from experience, but my articles are ideas and techniques that I still use today. It keeps me honest and from getting "rusty" and
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I Love You, Maaaan! Jody Shilan, Editor One of the most important things that you need to do when meeting a new client (or really anyone that you want to establish a relationship with) is to develop a good solid rapport. Developing a rapport just means finding things that you have in common with
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