More secrets on winning over a property manager.

Here is the follow up conversation I had with a property manager on the Gopher Lawn Care Business forum. He shared with me some really important insights you must know as a lawn care business owner if you want to win him or others in the industry over and get them to accept your bid.

I asked “I do wonder as you reflect back on your dealings with lawn care companies. Did any specific things some of them did really help them stand out and win you over? Or did it all just come down to who could do the job at the lowest dollar value?

More property manager secrets

More property manager secrets


Also, what kinds of things have lawn care business owners done that were an absolute waste of their time when they were trying to get your attention and market to you?

Could you also share with us the steps a lawn care business should take from how to initially contact the property management company to ultimately winning the bid? I am sure many readers would love to know how this works from your perspective.”

He responded “First off, I don’t think of myself as a price only customer. I am more than willing to spend the cash if the service is needed and worthwhile. That being said, we are looking at the bottom line more than ever and trying to figure out where we can save a few cents per sq ft. One of the reasons we are more “a la cart” this year is perhaps there are some duplications in services I am receiving from vendors. For instance, our current landscape maintenance company picks up all the misc trash around the property when they service the area. I love that, but I pay another company to do that three times a week, so is it possible for me to save a little if I ask you to cut that out? That’s really where my effort has been in trying to cut costs.

As long as your price is reasonable, I am good with it. I know that sounds like I’m trying to cut corners but right now I am trying to compete with other landlords who are also trying to drop their costs to pass the savings along and get the few prospective new tenant’s out there attracted to my property. Maybe this year I will plant annuals instead of every quarter replacing the entrance flowers etc. Those are the price issues I am addressing.

I’ve tried to think of some things that have/have not worked in getting my attention, but honestly, I have to say consistency, professionalism, you definitely need to show professionalism. No jeans and t-shirts and follow up. Being consistent in your calls to me, or your follow up email is important. A lot of it, sorry to say, is right time and place, and if you are consistent about reaching out to me, you will be there at the right time.

I’ll also throw out one of the best things I have had a landscape company do for me. After every service call to my property, I get a check list showing what was done, what needs to be done (along with costs) and when the next service call will be. That helps give me a picture of whats going on, so if I am asked any questions, I have the answers already and don’t need to make a call to find out. ”

What great advice. To round out the conversation another lawn care business owner jumped in and shared with us what has worked for him when trying to land commercial accounts. He said “the best thing to do is get out and talk to managers/owners face to face. Spark up a conversation and ask if they are accepting any new bids for their lawn care and landscaping services. You will be amazed at how many business owners/managers are unhappy with their current lawn care company. Most businesses already have a lawn care company, so be prepared to not get a lot of commercial accounts the first year you go after them. If the business is not happy with their current lawn care company, they will usually be more than happy to let you know when their contract is up. Take some notes: What they expect, what the are unhappy about, and WHEN THE CURRENT CONTRACT ENDS.

Keep in contact with the people in charge (stop in and say hi/send a card around the major holidays) and submit a bid a couple weeks before the contract is about to end. Also have your act together: Company shirts, professional letterheads business cards etc., clean cut apperance (present yourself as a business owner, not just a guy that cuts lawns), and have your insurance in order. Hope this helps

Remember a business wants to hire a professional company, not a guy in a truck with no insurance that doesn’t pay taxes.”

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