Create a vision and sell the vision.

For a lawn care customer, it can be very difficult to envision how their property can be transformed from a bland empty area into a well landscaped masterpiece. That is where you come in. You would be surprised on how many more landscape sales you could make if only you took a moment to see what isn’t there. Make a quick sketch of your idea and present it to the customer. The amount of upsell options you have is truly unlimited as we saw in this discussion on the Gopher Lawn Care Business Forum.

A lawn care business owner shared with us his experience doing an edging job. He wrote “I worked on my first edging job today, it’s going pretty good. I don’t have any special edging tools, instead I am just using a spade shovel. If you can please share with me your feedback and point out anything I could improve upon.”

Another business owner responded and said “first off, you really must get away from using a spade as your primary edging tool. Get a gas edger also get the “half-moon” hand edger for detailed work. While you were there you could have offered to install landscape edging. You could have tripled your profit!

Landscape edging will help make the border permanent. If you are going for a plastic edge, purchase the best quality material you can buy. Metal edge is even better as it won’t get chewed up by your line trimmer.

What about upselling them on a mulch job too? If the customer seems to hem and haw when you present the idea, don’t take “no” as an answer.

You should have a lot of counters to their objections. Let them know that you buy mulch in bulk so you can get them a better price. Tell them that you have a “vision” for their yard which includes color a type of edging and mulch. Explain how difficult and dirty it is to haul and install mulch themselves. Always have at least two counters to every objection.

Most residential lawn care customers do not require an elaborate sales presentation. If you really want to go the extra mile, have some large notepads made with your business information and logo at the top. Simply carry it with you to estimates and sketch basic designs of how you can enhance the look of their property.

The sketch with prices and details can act as a purchase order agreement if the customer agrees right away. If the customer does not agree immediately, leave your sketch behind as a reminder of the vision you have for their property.”

I had this strategy work for me the other day. I was bidding a maintenance job for a guy’s lawn and I ended up selling him on landscaping a large empty patch of garden in his front yard…got a solid day’s worth of work. I just used photoshop to draw up a rough layout with circles showing where plants would be at the approximate size, then included another page with pictures and descriptions of the plants I am using off the internet.
A third lawn care business owner agreed and said “I had this same strategy work for me the other day. I was bidding a maintenance job for a guy’s lawn and I ended up selling him on landscaping a large empty patch of garden in his front yard. I got a solid day’s worth of work out of it. I just used a graphics program to draw up a rough layout with circles showing where plants would be and their approximate size. Then I included another page with pictures and descriptions of the plants I would be using off the internet.

It worked like a charm.”

All too often small business owners are fixated on trying to attract new customers. Spending too much time and energy distributing flyers, door hangers or business cards when if they spent a tiny percentage of that time offering upsells to current customers, their bottom line would improve more than they could imagine. The next time you are on a customer’s property, take a moment to create a vision and then focus on selling that vision.

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Lawn Care Business Books And Software.
How To Get Lawn Care Customers Vol. 2
The landscaping and lawn care business plan startup guide
A rebellious teenagers guide to starting a landscaping & lawn care business
The GopherHaul Lawn Care Business Show Episode Guide.
Stop Lowballing! A Lawn Care Business Owner\'s Guide To Success