When you are trying to sell a customer on a landscape project, how do you create the imagery? Do you walk around the property with a customer and talk about how you might add this plant here or put a mulch bed in over there? Do you hand draw out a design on paper? Or do you use a computer to create a picture that shows the customer exactly how the project will look when it is completed? There are various ways to go about it. If you want to land bigger and better projects, you should consider a method one landscaper shared with us on the Gopher Lawn Care Business Forum.
One lawn care business owner wrote “I got the opportunity the other day to bid on a landscape job for a few areas at a local business. If I get the landscape job, I will also get the maintenance contract to keep up on the trimming of the landscaped areas as well. I really want to get this job so I am putting some time in on a detailed presentation of how the property will look when I am completed.
Here are some design ideas I came up with. They wanted some simple and inexpensive landscaping on and around the entrance and the gazebo for weddings. I am using a graphic editor to create the images. It’s taken me a couple hours to create these only because I switched plants around a million times and am still relatively new at the process. I create a design for each photo and a plant list with prices to match. If the customer chooses the design, I meet with them and can then change anything as needed on my laptop and if they would prefer, I can just email the updates along with a description of the changes.
I figure if I get this job, it will probably require a day and half worth of work. Their budget is tight so I’m trying to be on the lower range but the graphics can really help in my presentation show them what they could get if they spent just a little bit more. I always try and upsell on each job I bid on.
When I bid on a landscaping job, I bid by the hour but I don’t tell them my hourly rate. In other words, I estimate how many hours it will take me to do the job and I give them one number for all the entire labor needed to perform it.
If the job can be split into sections, I give a separate price for each section. That way they can decide which sections they would like done or which is costing them the most. In these situations I also split the labor and material prices to show them where the money is going.
- section 1 materials $600.
- section 1 labor $400.
- section 2 materials $500.
- section 2 labor $200.
Offering the potential customer a graphic representation of the landscape design can really help me stand out from others. It shows I have invested in my business. That I really care about the product I create. Also it shows I am not a fly by not company that is here today and gone tomorrow. I can almost guarantee you if this customer looked for other bids, they didn’t get any that will look as good as mine.”
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