Can your lawn care sales pitch go too far?

There are many ways you can present your sales presentation to a new potential customer. Maybe your sales style is to keep it simple and give them your best price right away. But what about if you give them a higher price at first to see how they respond? Is this a strategy that could work better? That is what an entrepreneur was interested in knowing when he posed this scenario to us on the Gopher Lawn Care Business Forum.

One lawn care business owner wrote “lately I have been taking some time to research more marketing tips and think about ways I can apply them to my business. I learned something interesting from a website I was reading. It is pretty basic but I thought it might be practical and something I could use.

Let’s say you want to make a sale.

Example:

You meet a potential customer and tell him you can provide lawn service for $150.00 a month, his lawn is tiny. The customer may take a moment to think about it and then he comes to the conclusion it is a crummy deal.

Now his mind is at work, knowing the deal is crap, he is prepared to listen to the next deal and will most likely accept if it’s better than the first.

You say, ‘alright, well we can drop the price and offer lawn service for you at $80.00 a month but only if you sign an annual lawn care agreement.’

The customer realizes this is a better deal, realizes he needs lawn service for the entire season anyways so he jumps on the lower priced offer. You know that you are still making a profit and this price was the one you WANTED him to accept anyway. The customer is relieved that this new offer was better than the last and he/she accepts it!

So basically the strategy is to give your potential customers a silly expensive deal at first, they will turn it down. Then offer them something better with a slight difference and you shall receive a new client. Apparently this is a business TRICK, but I don’t see anything wrong with it.

Stores do this both ways, maybe the opposite. Buy one product for $5.00 or by 3 for $10.00 kinda stuff. It’s a win win situation for companies. The product still sells and profit is made regardless of their choice.

Example 2

You: I will clean your gutters for $150.00.

Customer: Hmm, that’s a little high.

You: Well if you can wait until Thursday next week, it will only cost you $120.00. ($120.00 is the actual cost to do the gutter job anyway)

Customer: That’s good!

Add a little spin, 0% sacrifice to yourself and your customer. Then scoop up all these new customers.”

A second lawn care business owner said “I think this really depends on the customer. If I ask for a quote on something and the provider offers a crazy high quote, it doesn’t matter what he/she says after that, I am not interested. This approach reminds me of used car salesmen or vacuum cleaner sales people, neither do I care for.

For me I like knowing what it will cost me straight up, I treat my customers the same way. I think maybe once over the past years 240+ jobs I have quoted did someone try to go back and forth with me on price. I land 96% of the jobs I quote so what I do works for me and it is what I will stick with.

I have the same viewpoint for lawn care businesses that hand out those flyers with the fall 10% to 25% off specials. My first thought when I get one of those is, is the service overpriced in the first place? Then I think these guys must be hungry for business. I wonder what their work product is like. I know many, perhaps most of the clients I deal with think this way also. This is based on their feedback.

If one sounds hungry, advertises hungry, quotes hungry, they will probably stay hungry.

Just my 2 cents.”

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