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Sales Techniques
"A-B-C .... Always Be Closing!" - Glengarry Glen Ross
Believe it or not everyone gets the same types of phone calls and leads -- period. It doesn't matter if you're a multi-million dollar business or a new start up company with only 2 employees. It's what you do with those leads that will determine whether you get a small project, a large project, or nothing at all. As a member of FromDesign2Build.com, you will learn:
- Simple and proven ways to get a budget number from your clients
- How to up-sell a project before work even begins
- How to write change orders for more than the original proposal
- How to sell yourself by just being yourself
- Common contractor mistakes that can ruin a sale and ways to avoid them
- About upfront contracting and how to sell the design and install in the first hour
- How I haven't sold anything in years and am doing more work than ever
Learn about "the anatomy of a sale" and how it all begins with the initial phone call. We'll teach you exciting yet incredibly simple techniques and strategies to increase your sales and consistently attract high-end clients and profitable work. The information in this section alone is worth the subscription price.
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The Landscape Facility Tour
Jody Shilan, Editor
We are trying something new at our next NJLCA membership meeting. We're doing a facility tour. For those of you that have never been on one, it's exactly what it sounds like, a guided tour of one of our contractor's facilities. . . . keep reading
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As the Networking World Turns
Jody Shilan, Editor
I haven't written a networking Trade Secret in a while so I thought this week is as good as any. However, instead of focusing on social networking, I want to revisit the concept of "traditional networking". You know, the kind of networking you used to do where . . . keep reading
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So, How Does This Work?
Jody Shilan, Editor
As a freelance landscape designer and salesman who works for a variety of landscape design/build contractors, one of the first questions I am typically asked is, "so how does this work?" In my typical wise guy style, I usually respond, "it works great." . . . keep reading
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Screw "U" Landscaping
Jody Shilan, Editor
Whenever I consult with a landscape contractor to help him improve his company's sales I ask him to give me three reasons why a homeowner should choose his company over another company. In other words, what makes his product, company or service different from his . . . keep reading
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Co-Brandscaping
Jody Shilan, Editor
If you've never heard the term "co-branding" before, it refers to the concept of two companies using their brand name or product recognition to help both companies sell more products or services. For example, who isn't familiar with the Ford Explorer, . . . keep reading
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First Sell. Then Upsell!
Jody Shilan, Editor
In last weeks Trade Secret, "The Art of the Apology", I realized that many people may not be familiar with the term "up-selling", let alone, how to do it properly. . . . keep reading
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The Art of the Apology
Jody Shilan, Editor
Just like Donald Trump's book, "The Art of the Deal", where "The Donald" focuses on the nuances that will make one business deal a success and another a failure, we are going to explore the little things that make one apology a resounding success . . . keep reading
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Barriers to Entry
Jody Shilan, Editor
"Barriers to entry" is a business term that pertains to the level of difficulty required to enter a given industry or market. A high barrier means that it is difficult. A low barrier means that it is easy. Makes sense. . . . keep reading
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Welcome to the Landscape "Chicken" Awards Dinner?
Jody Shilan, Editor
Last month, I finally took the plunge and purchased an iPhone 4S. Like so many others, I was fearful of giving up my tactile keyboard and replacing it with a touch screen. In my defense, I did need to wait a few years until the iPhone was . . . keep reading
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Will that be Cherry, Maple or Oak?
Jody Shilan, Editor
Believe it or not, I'm actually not talking about landscaping, but rather kitchen cabinets. Now wait a minute Jody, I put down good money each month to learn about landscape design/build not kitchens and baths. What's the . . . keep reading
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Hey, You're Late -- The Job is Yours!
Jody Shilan, Editor
I think too much pressure is placed on sales people to be on time for their appointments. After all, they have to drive from one unknown location to the next, meeting after meeting, never really knowing which leads are going to turn into sales and which are a . . . keep reading
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To Sub or Not to Sub - That is the Question
Jody Shilan, Editor
Most landscape design/build contractors struggle with the issue of working with subcontractors or "subs". Some of you may at times be a subcontractor for another company like a home builder or pool builder. Since no company can be all things to all people, . . . keep reading
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How to Make the Perfect Kitchen Table Presentation
Jody Shilan, Editor
One of the most difficult things to do in life is speak in public. Studies have shown that people are actually more afraid of public speaking then they are of death. That's right -- death! It doesn't matter if you are talking to a small group or speaking to a . . . keep reading
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She Loves Me, She Loves Me Not
Jody Shilan, Editor
One question that contractors often ask me is, "Should I follow up with a client after I've given them a proposal? If so, how long should I wait? If I call too soon I might look needy. If I wait too long, someone else may get the contract." . . . keep reading
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