Lawn care business sales lesson.

We can always learn more about sales. Without sales we would have no income and without an income we would have no business. So to boost your lawn care business sales let’s have a talk with Nick, a fellow Gopher Lawn Care Business Forum member. Nick used to be a car salesman before he moved on and decided to stop making others rich and start making himself rich. I got a chance to ask him to share with us some of his insight into how a lawn care business owner can improve their sales and here is what he had to say.

Most any business revolves around sales, and in most cases you will sell something at least once in your life. A simple sale can be broken down into steps. There are many different forms of the steps to the sale but here are the ones I use:


1. Meet and Greet

The meet and greet is the first and most important part of a sale. A lawn care customer is going to decide if they are going to buy something from you within the first 15 seconds of meeting you. During the meet and greet you should shake your prospective customers hand, look at them in the eyes and state your name and why you are on there door step(or where ever). Remember this customer could lead you to more sales so take them as they are your monthly salary, your child’s next meal, the new zero turn mower, etc.

2. Fact Find

When you fact find all you are basically doing is finding out the needs of your lawn care customer. Ask your questions and when they answer just sit back and listen. The best way to lose your credibility is to interrupt the customer when they are talking. The best way to build confidence is to listen and give an educated response to what ever they said.

3. Diagnose

I was always told in the car sales industry, what if a doctor gave medicine without finding out what is wrong with the patient? That would be bad right? Yes it would be awful. Giving a proper diagnosis with each customer can boost profit enourmously. This step is the most commonly misconstrued part of the sales process.

“Medicine with out prognosis is MALPRACTICE!”
John Walters

4. Present

This step is where you have to use those superior vocal tools, those sly words, basically you sell. you need to get the customer excited about the product now. With “diagnose” you have selected the product or service with the customer, now concentrate on selling it. When the lawn care customer says that the service is over priced you need to overcome the objection, DO NOT SWITCH THE SERVICE OR PRODUCT!!! Switching is not forbidden but should be done only if you are about to lose the sale. Most people feel that they picked the product you are trying to sell them so when you try to switch it they feel that the swindler salesman you are is trying to screw them and rip them off. Do not switch unless necessary.

5. Ask for the sale

Don’t be afraid to ask for the sale. This can be intimidating to bluntly say “So ya gonna buy tis er what” so you do it with the three yes rule.

You: So do you like the work that I have shown you

Customer: Yes, it looks very nice

You: Do you like me? What I mean is could you stand seeing me every friday at 11:00. (Chuckle when asking this)

Customer: haha yeah you are ok. The last guy who did my yard only spoke to me when he wanted to sell someting haha.

You: Is the price acceptable to you? (if not find out why and overcome the objection dont Do not change your price)

Customer: your price is a bit high but your work is better quality, So yeah the money is right

Now that you have three yes’s, it is time to strike ask for the sale be bold, stern and serious. No laughing.

You: The work is good, You like me, The money is right? So Do we have a deal. Can ______ Lawn care service you with all of you lawn care needs.

Customer: ummm……..Well…..Yes but I need to talk to my wife I will call you tonight and let you know what she said.

This is a good thing, If you did your job and sold him he will sell his wife. Him needing to talk to his wife is better than him calling you later that night and saying my wife came home and said no. If he does not need to talk to his wife someting is wrong. or he is single. Sometimes they will simply say no, sometimes the will say yes. but most of the time they will have an excuse why they can not do it now. But they will call.

6. Close

At some point in the sale you will need to close the deal. This is easy because you have built rapport with the customer and they have already said yes to the deal. Closing is just a reassurance of your quality and their value for their dollar. At the end after all terms are finished and all papers are signed, shake hands with every one (even the kids). Say thank you and assure them that you are here to help them with anything they will need.

So there it is How to sell from an ex-auto sales person. Dont forget, you worked hard to get this customer and you are going to work hard for this customer. They will appreciate your work, and they will thank you. Be sure to ask for a refferal, If they like you and they know someone they will pass your name along.

If you would like to join in on this discussion further visit this post at the Gopher Lawn Care Business Forum here.

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