Let’s be real for a minute. You aren’t a salesperson working for a landscape management business. You are a landscape management owner, who has to sell their business. If you wanted to be a salesperson, you would have gone to school for something different and probably wouldn’t even be in the landscaping business.
But we also have to be real about owning a business. Being a business owner means you need to sell it. Unless you can afford to hire a salesperson to go out and sell your company for you, you are usually the one doing the selling. This is a hard thing to do especially when it isn’t your natural calling. But you can master it.
Selling all comes down to the way you translate yourself and your business to your customers. As we all know, first impressions are sometimes everything and you want to be sure you make a good one so you get the sale.
Be confident. You know your business and you know the answers customers will ask. Try to avoid adding in those fillers like “um” or “ok”. These can make you seem nervous or unsure, which you clearly are not if you were able to start up an entire business based around the questions you will be asked. If you need a moment to think about an answer, take that moment. If you just don’t have an answer tell the customer you are unsure but will find them an answer by the end of the day. Confidence in yourself will translate over to confidence in your business, which is reassuring to the customer.
Slow down. Don’t try to rush through a sale. It’s easy to try to “get things over with,” but you shouldn’t want to just get it over with. The sales process is the point where you can make a real connection with a potential customer. It’s where you show your personality and along with it how your business is run. This is your opportunity to shine, so take it. Explain your company, how a typical work day goes, and what your guys do out on job sites. Your customers will appreciate knowing what they can expect from you and your company. Plus, it’s a good time to boast about your awesome team and the great service you provide.
Be clear. This one is a little tricky. Sometimes you will be talking to someone who knows all of your terminology and other times you will be faced with someone who stares at you like you are speaking another language. The safest bet is to explain your company and its services in the simplest terms. You a
lso want to be very clear on your pricing or any of your other requirements. Always be sure to ask if the potential customer has any questions and ask if what you are explaining makes sense. Miscommunication early on could lead the customer to be frustrated with you, which is never a good start.
First impressions can make or break you. A customer may be on the fence about buying from you, but after talking to you could be completely sold. It’s important to be confident and clear. Don’t overload them with information, but be sure they understand how your billing works and what you need from them. Follow these rules and you could be the next Billy Mays! You know, the Oxi Clean® guy!