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Try an Open Landscape
Jody Shilan
Forget about an Open House -- How about trying an "Open Landscape"?
One of the biggest concerns and issues these days is how to generate more business, just to stay in business. With all of the competition and price cutting going on out there, it's difficult to get work, let alone profitable work. So instead of following the crowd and grabbing whatever "scraps" you can find, it's time to start thinking "outside the boxwood" and leverage your current projects and clients to attract new work.
As we all know, referral work is the best source for solid new business. Since there is already an established relationship and proven track record, the sale is typically yours for the taking. So if referral business is the best type of business to get, the real question is "how can we generate more referrals"?
Well the first option is the obvious one - ask your current client if they know of anyone who might be interested in the landscape services you provide. As simple and silly as this sounds it is a very effective way of generating new business. Just ask for it. Now is not the time to be shy and truthfully there is nothing wrong with asking. All they can say is no. However, most people know that it is a bad economic climate out there, so why not help out by putting a trusted contractor together with a good friend or neighbor who needs your services?
Another idea, and this week's "Trade Secret", is to take this concept one giant step further. Instead of just asking for referrals, ask a client who you just completed an installation for if you can have an "Open Landscape" at their home. If they agree, market it like crazy and watch the business pour in. The cost is pretty minimal and the value is exceptional.
Here's all you need to do. With your clients permission, organize a Saturday and/or Sunday to show off their recently completed project. Invite new leads, existing clients and friends of your current client. Provide some refreshments and light appetizers since nobody can resist free food (just no Cheese Doodles or Doritos please). Next, make the project festive by adding some seasonal color to the beds (as a way of thanking your client) and put some balloons out by the street. You can even follow a cue from the realtors and have signs made up directing people to your event. At the open landscape, provide a display table with your business cards, brochures, laptop and portfolio of your previous work. Also, make sure that you, or one of your employees, is always at the table to answer any questions and you absolutely must have a signup sheet to set new appointments and gather client information. It's kind of like your own personal "trade show"
Lastly, make sure that when the day is done, that you leave the place spotless and thank your clients over and over again for hosting the event.
If you think these Trade Secrets are valuable, imagine how much more you can learn by becoming a member of FromDesign2Build.com.
Thanks!
Jody Shilan, MLA
Editor
FromDesign2Build.com
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