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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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Online Portfolios -- Show Off Your Best Work - Professionally
Mike Swift
Many landscape professionals and firms have web sites. It is very common for these sites to include portfolios of sample work. The portfolios range from a series of photographs of various project sites to organized collections of photographs organized by project or type of work . . . keep reading
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Bag of Tricks -- What you should bring to every new appointment
Jody Shilan, Editor
Last week's Trade Secret was entitled "Travel Heavy", where we discussed the importance of your crews having all of the tools and materials on their truck that are necessary to properly complete an installation. This week I want to discuss the same idea but explore the concept as it relates to your designers and sales people . . . keep reading
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Bid is a Four Letter Word
Jody Shilan, Editor
Throughout my career I have never been one to participate in the bidding process. I know that for many landscape contractors "bidding" is a very successful business model, but clearly less so these days . . . keep reading
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Too Much Information (TMI) -- When less is truly more
Jody Shilan, Editor
In the early stages of my career I used to bring every piece of sales paraphenalia I had to my initial client meetings. Sample drawings, my leather bound portfolio of my installation work with my resume as the first page, and so many brochures and marketing pieces that I often had to take two trips to my car just to bring everything into the client's house . . . keep reading
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The Not So Odd Couple -- Landscape Design and Production
Jody Shilan, Editor
The ultimate goal of any landscape design is to see the "plan" ultimately installed. The role of the designer is to create a vision of the client's goals and desires and develop these "dreams" into a thoughtfully created landscape plan. The role of production is to take that plan and build it . . . keep reading
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How to Utilize a Phone Script
Jody Shilan, Editor
Standard Operating Procedures are the life blood of any successful company and should be developed for every process in your business. This article will discuss what is typically the very first interaction with the client- the initial phone call . . . keep reading
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Download: New Customer Information Sheet
Jody Shilan, Editor
One of the most important, yet frequently overlooked things that your company must do is obtain the correct information when a potential client calls. Now I know you're thinking, " Yeah, yeah, yeah everybody does that, give me some information I can really use." . . . keep reading
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Download: Site Visit Proposal
Jody Shilan, Editor
Sometimes when you go out on an appointment it winds up being a potentially small project or a potentially annoying customer. You probably don't want to "blow off" either situation (OK we know you do) but you certainly want to minimize the amount of time you spend on these appointments . . . keep reading
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