How do you present the price?

[Slcareco]

I'm at a stand still with this, and because of not yet running my own business heres my question:

When you go to a house and you go around with your wheel (thats to say your not free balling numbers) and you go to your truck and take everything into a account of how much this LAWN will be per cut, what is the best way to present your price to the client?

Do you go knock on the door again and just say I estimated your property at so and so dollars?

Do you say you'll have a price first thing tomorrow?

Do you email, telephone, or mail the price?

Whats the most professional business way of doing it???

HELP! Thanks!

[fiveoboy01]

Well, it depends if the customer is home.

MOST times, they'll call, and I say I'll be out there whenever I get time to get a look at it and give them a quote. By "whenever", I give them a window of a few hours. Generally i'll just go there, take a look, and call them back with the price. I generally won't knock on their door to see if they're home, unless they specifically state that they'll be there.

If they agree to the price, then I'll set up a time for me to go over to the residence, where they can look over my agreement and sign it if they wish.

[Slcareco]

so your saying dont make an appointment to meet the client and discuss other things and such when you want to measure the prop? You just get calls and get the address and tell them you'll be there whenever and just go there "whenever" and measure it out or w/e and just leave and call em?

[sildoc]

I personally try to meet with each and every potential customer. Sometimes this is impossible but i always try. I do this for several reasons. I can show them my professional apperance and attitude, I can upsell them in areas and I can see if they are going to be a PIA. I find that I can land most that i personally meet even If i am higher than the rest of the bids. I stress customer service and comunication.

[fiveoboy01]

I do agree. I will meet with the customer if they wish. I have no problem with it. I'm pretty good with people, and I believe it helps my cause if I can personally discuss their needs. But, it's not always possible.

The vast majority of the time, they call from work and want an estimate. So I get them one within an hour or two and call them back.

When I head over to have them look over/sign an agreement, I'll also give them a detailed list of our other services, and leave the offer on the table to do additional work should they desire.

[Slcareco]

ok but on a specific term, what do you give them before the agreement form to present the price??

[HOOLIE]

Mostly now I just do mowing estimates over the phone...after all these years if I can't be real close I shouldn't be doing this. I ask if they have a fence (extra trimming) and if it's a corner lot (extra edging) and go from there. Sure every once in a long while there's something weird that I didn't anticipate. I tell them for instance it's $35 per cut or thereabouts, maybe slightly higher. That usually works for them...

If I actually look at the lawn, I always knock...the best time to make the sale...

[topsites]

Before I even head out, I run the property through Zillow (http://www.zillow.com/) as this gives me some heads up as to what I'm dealing with (lot size being the most important, property value may have some influence but watch it - do NOT price lots based on property value, price them based on the size AND condition).

Regardless of Zillow's output, I still have to look at it because if half their property is in the woods then it costs less, but maybe it's all on a steep hill so it costs more, whatever... Either way, a lot of factors can affect the price and I use Zillow only as a general guide (it helps).

Then I go out there, already half-informed of the lot size and having at least somewhat pre-screened my customer.
Just for example... If while on the phone, the customer gives indication that they don't have a lot of money (you might run into this) but Zillow tells me the property's value is around $500,000, then this saves me one free estimate. At the same rate, should a customer volunteer that they have a 1/2 acre lot and Zillow lists their property as a 22,000 square foot lot, then I know this might turn out good.
Hint: 1 acre = 43,560 square feet (I actually had to go look this up just now LOL).

I've never used wheels, I learned by pricing by the look of things.
Harder at first, but like 'wow' later on.

Once I get out there, I take a look at the work immediately (nope, don't even knock).
> Park the car, get out, go estimate: This prevents getting sidetracked with some bs.
> If my mind is not clear or it becomes sidetracked, it is possible I am no longer in any condition to give a proper price.
Sometimes I may knock (or if they come out), but a lot of times I ring them back and give them the information.
A few minutes should be the most it takes.

Far as setting up a schedule, I look at the condition of the lawn:
Look for sprinkler systems and evidence of Chemlawns (I mean I don't care if it's Chemlawn itself, but if the lawn looks really nice and lush it is likely treated) because this affects cut frequency.
Irrigated AND treated lawns need to be cut the most frequently.
Naturally irrigated AND treated lawns fall in between.
As do irrigated but UN-treated lawns.
While naturally irrigated AND UN-treated lawns fall into the least aggressive scheduling category.

Regardless of what I see, I ASK the customer to confirm my suspicions regarding irrigation and treatment (don't let the looks fool you).
> Such as, just because I see sprinklers doesn't mean they use them, etc, etc...
I then tell them what a normal cut schedule would likely be for their lot (8 days = most aggressive, 10-12 is less aggressive, etc) and how the cutting frequency varies throughout the year (spring is busiest, summer is very slow, fall is a little like spring but not quite).
I also inform them of what I estimate the actual turfed part of the lot size to be, and what my rates run for that size, per cut.
Then, they usually either say 'ok do it,' or we thank each other and say bye-bye.

[fiveoboy01]

ok but on a specific term, what do you give them before the agreement form to present the price??

I simply tell them how much it's going to cost.

MOST of the time, it's done over the phone. The customer will say one of two things:

"I'll get back to you" - which usually means they are looking for a different price.

"That sounds good to me" - in that instance I go ahead with setting up a time to meet them at the residence to sign an agreement and possibly discuss any other needs.

[Slcareco]

How do you present the price?? is it on paper? is it the agreement that you just use to present the price? (but I would think thats too pushy of a way to give someone the estimate) any suggestions?

[fiveoboy01]

...

Just TELL them VERBALLY how much it's going to cost.

Sure, if it's a huge residential job that involves some rennovation, or a commercial contract, then you put it all in writing and hand deliver to the person in charge of property maintenance.

But for a simple mow, etc, verbal works just fine.

[Slcareco]

you VERBALLY lol give them the quote the day your there or call them next day and set up an app for signing the agreement?

If you give them the quote that day and they say oh great when can you start is that when you pull out the agreement like a magician?

[HOOLIE]

However you want to do it, don't waste time...especially in the spring with the grass growing at an alarming rate, people will not wait too long so if you take a lot of time they will likely have signed with another company.

[Slcareco]

well what do you suggest is the best thing to do? I dont want to sound like a pest but I havent been to that point yet and I'd like to go there some what prepared

[fiveoboy01]

you VERBALLY lol give them the quote the day your there or call them next day and set up an app for signing the agreement?

After I look over the property, I call them back and tell them what it's going to cost. If they agree to the price, I set up an appointment for me to come to the residence and have them sign at the customer's earliest convenience.

If you give them the quote that day and they say oh great when can you start is that when you pull out the agreement like a magician?

See above. If it's in person, I don't have an agreement with me. I'll tell them I need to go to the office and prepare it, and ask them when they'd like me to return so they can sign.

[HOOLIE]

If I go there, I leave a service agreement with the price as well as a few business cards and an introductory letter. For mowing you should be able to give them a price when you are there...for larger jobs I will often take the measurements and do it from home, just to make sure I have considered all aspects of the job.

A lot of times I write the price while I'm still in the truck and just go right up to the door. Most of mine are small lawns not much to look at...

[Slcareco]

interesting, whats the intro letter about?

[Slcareco]

so i guess I could ethier bluff and say I will have to set up a price for you and present it however the client would like the best (fax,phone,email) or just simply present the price and the agreement

[HOOLIE]

If the customer is home that's a great opportunity to sell your service...there was another thread I touched on this in...guys spend lots of money on equipment and advertising and flashy looking contracts, BUT, often neglect the selling aspect of the business. The 5 minutes of chit chat with that potential client is certainly not wasted time!!! It's 5 minutes to sell your company to them! Even if you just come across as friendly and personable that will often sell the job for you. People like to do business with people they like, it's just human nature. And many contractors are just tradespeople, not businessmen or salesman really...that's where you can set yourself apart.

The intro letter, I just say thanks for calling us for an estimate, I mention some other services we do, mention that we take credit cards, it's sort of short really. Actually I'm going to re-do it for this season, looking at it now it could use some improving :laugh:

[Slcareco]

heh awsome well I really appreciate all the help guys and I'll post more questions if I have thanks agian!

[topsites]

I could be wrong, but it would appear you feel a fair degree of uncertainty...

I mean...

How do you present the price?? is it on paper? is it the agreement that you just use to present the price? (but I would think thats too pushy of a way to give someone the estimate) any suggestions?

If the turf measures out to 1/4 acre and my pricing guide indicates that the price of a 1/4 acre is $30, then I inform the customer of this.

You know, I tell them: It will cost 30 dollars per cut.
They won't bite your head off...
They won't shoot you, or stab you, or kill you...
They won't even beat you up, I promise.
You PWN this business, right?
Yeah, so...
Ohhh-k, a few might give you a dirty look (roughly the kind of look you might get if you had just brought their 14 year old teenage daughter home at 10pm on a Saturday night, drunk...), but since you did NOT do that, you shouldn't let that look scare you: This is actually a BIG clue that you need to raise your prices, and keep raising them until you get the blank 'deer caught in the headlights' look. Once you get that last look, I find it gets somewhat amusing.

Because what it really boils down to is this:
They either agree, or they don't.
Either way, it's that simple.

If they say no, it's time to leave: Next!
No big deal, just first time jitters, very normal.
No problem, I swear.

[Slcareco]

so basically what I get out of this you just verbally give the amount correct?

Now how about other services, like core aeration, bed maintenance, pruning and aside all maintenance installs?

[txgrassguy]

I inspect the property first, utilizing guidelines already mentioned here and a few others of my own unique to my area of operation.
Depending upon what the customer wants depend on if the price is quoted right then.
However, I never, ever, start work without the customer signing the estimate form and receiving a deposit. As my company does not offer just mow and go, all of my estimates tend to be in depth - and all require signatures prior to starting.
I usually email or fax on company letterhead to the interested parties.
As most of my residential clients are busy white collar professionals they rarely have the time nor inclination to sit down and discuss verbally the estimate.
I'm averaging about a 70% closure rate on estimates right now.
What I find more and more in my area of operations is that the customers are looking for just one contractor to do everything from grounds maintenance, pest control and minor house repairs. I really cannot provide a verbal quote to them, the details get to confusing for them to follow.

[Slcareco]

they way I want to do it is "ok well I have your number, I will give you a call some time tomorrow, or Ill fax over the price and details tomorrow, I just have to go bck to the "office" and put it all together for you"

[Shawns Lawns]

they way I want to do it is "ok well I have your number, I will give you a call some time tomorrow, or Ill fax over the price and details tomorrow, I just have to go bck to the "office" and put it all together for you"

I don't think a potential customer would want to wait to get a price from you just for cutting. If they are having alot of people come by to give them a price for lawn cutting its not like they want to wait for a price. What exactly are you putting together that makes you have to get back to them?:waving:

[Slcareco]

nothing actually for just a cut, other then the agreement I have

[ed2hess]

we try hard not to meet a potential new customer. If the request for service comes in via phone we will ask them for email address to send the quote. We normally ask them if they want weekly or biweekly service and it they want anyting else included....like bushes fert etc(98% usually say no). We often don't even go look at the property we put together a service agreement and send them an email. We spread their cost over 12 months so they see this real low number and usually sign up. We ask them to sign the agreement we sent tham and send it back. We think that it is very important to resond quickly and have a low monthly payment that can be made on-line or via some automated process. We are convinced that customers don't want to meet us either....just get ur done.

[echeandia]

I also inform them of what I estimate the actual turfed part of the lot size to be, and what my rates run for that size, per cut.
Then, they usually either say 'ok do it,' or we thank each other and say bye-bye.

Topsites, you subtract the house, patio, driveway, beds, etc from the lot size?

[Team-Green L&L]

I also inform them of what I estimate the actual turfed part of the lot size to be, and what my rates run for that size, per cut.
Then, they usually either say 'ok do it,' or we thank each other and say bye-bye.

You gotta read between the lines. Or just read the lines themselves. LOL!

[echeandia]

Too much time reading these posts makes my eyes blurry.;)

[Ed Ryder]

we try hard not to meet a potential new customer. We are convinced that customers don't want to meet us either....just get ur done.

Wow! That is sort of funny. And curious. Huh... people must be different down there?

The fear, anxiety, and lack of confidence of the new guy meeting his prospects is sort of funny too. Probably I felt that way too when I was new.

I think face-to-face time with the customer is important. And I have a good rapport with nearly all of my customers. It's been years and years since anybody burned me with paying me and I think maintaining a good rapport is a part of that.

My approach to dealing with prospects is a little different from the methods described here. I want to know who is interested in hiring me. I'm not going to accept just any customer. And I prefer talking with them in person to make sure we have a meeting of the minds on things and that we will be able to get along. And I use this time to cement the deal and justify price. (I don't use written contracts by choice.)

[Stillwater]

I stoppled using THE WHEEL years ago, it became a stupid waist of time. it has got to the point all I need to do is look at the lawn to be cut and know exactly pretty much to the minute how long it will take me. I base my charge on time not the square footage. I have a private set cost per hour charge for a mower on a lawn and I use that standard to cost out a lawn by how long it takes. For me it is far easier to maintain accounting when I factor production by hour not square footage. (lawn mowing only) their are only so many hours in a day. I tell the customer what I will charge to mow their lawn in person face to face. if they tell me I am to expensive I offer several phone numbers of children on summer vacations who will mow their lawn for much less. once a price is stated, their is no bargaining. They sometimes totaly freek on the cost mostly becouse I am very expensive. If this happens and I have a good vibe with them I will take the time to explain my charges. Oh and I NEVER give estamets for mowing I give them the exact cost upfront.

[Team-Green L&L]

Using a wheel for a mowing estimate looks a little amateur, if you ask me. My buddy smokes a pipe and used to use a measuring spoon for his tobacco (when he was an amateur at it). Now he can "eyeball" the amount so close that it takes too much time and effort to measure. This is also true with cooking, cleaning, moving, and other services. The only time we use a wheel is for drawing blueprints and designs, and mulch installs.

[Total.Lawn.Care]

Basically, for a simple mow, I get there when I can (usually as soon as I can or when I will be in that area) and if they are home, I will knock on the door, introduce myself and walk the property with them. In some areas, I know the yard sizes and what to expect even on the worst end of the details (edging, hedge trimming, etc.) and can give a price over the phone without seeing the property.

Again, if they are home, I will walk the property with them and then give them a price. I ask them about weekly or Bi-Weekly service and offer the Service Agreement and explain the benefit fot the level monthly billing. If they accept, I go to the truck, prepare the agreement and print it right there. They sign, and I tell them when the first visit will be.

If they are not home, I usually call them with the price, expalin the rest, if they accept, I email them the Service Agreement and pick it up on the first service visit.

[topsites]

so basically what I get out of this you just verbally give the amount correct?

Yes.

Now how about other services, like core aeration, bed maintenance, pruning and aside all maintenance installs?

As a rule, only if they ask OR if something needs doing very desperately, so much so that it stands out like a sore thumb, I might suggest it.

But as a rule I don't do upsells, I leave that stuff for large corporations as I find it a rude practice myself.
That's not to say I never tried it, which is the other reason I don't do it anymore: I don't have much luck with upsells, again unless it's something that totally absolutely desperately needs to be done (so it's a rare thing).

That way it keeps things simple:
1) They call, and tell me what they would like done.
2) I go take a look at it, determine the price, and give it to them.
3) They say yay, or nay.

I've just found, for myself, the simpler things are kept, the better it tends to go.
Because the other thing is, this being a free estimate, my time is involved: Hence, the less time spent, the better as well.

they way I want to do it is "ok well I have your number, I will give you a call some time tomorrow, or Ill fax over the price and details tomorrow, I just have to go bck to the "office" and put it all together for you"

I would advise against this practice, as you may find one or the other customer does it to you...
You can try it once or twice, to warm up, if it helps.

But what it means to me, when a customer says some bs like that, the answer is No.
And if another business says this to me, it also means 'please find someone else.'
It's just a way some people use, who can't get the nerve or don't have the nerve to say no.

So then it looks REALLY weird when it comes back a week or two later as a 'Ok do it.'

And even when it does, it usually doesn't work out in the long run.
I would guess it's a sign of someone getting cold feet, that's the vibes this practice sends off.

It's to the point in my business, anytime someone gives me that play, the answer is automatically No and if they call later to confirm then the answer is still no (cuz it doesn't work out in the long run anyhow, and I done had enough trouble with this stuff).

[bigcountry01]

How do you present the price?? is it on paper? is it the agreement that you just use to present the price? (but I would think thats too pushy of a way to give someone the estimate) any suggestions?

if you are having them sign a contract then yes, it would be on paper. if not then it is just "understood" that the price is $-- per cut. then at the end of the month send them an invoice for the total for that month. so if u charge $30 a cut and u mow it 4 times that month you would mail them a bill for $120. be sure to list the dates that you mowed on the bill....that means ALWAYS write it down as soon as you are done mowing an account. this was hard for me because i would get side tracked and be focused on the next job i was going to and forget to write it down then at the end of they week your trying to backtrack in your head which ones you did.

[Slcareco]

keep the info coming thanks,

I disagree though with the wheel, its a great tool and the way I will price lawns fits that need, it will help me come up with a standard price and after analyzing the property (trees, hills, gates, etc) I would add accordingly

[Stillwater]

if you are having them sign a contract then yes, it would be on paper. if not then it is just "understood" that the price is $-- per cut. then at the end of the month send them an invoice for the total for that month. so if u charge $30 a cut and u mow it 4 times that month you would mail them a bill for $120. be sure to list the dates that you mowed on the bill....that means ALWAYS write it down as soon as you are done mowing an account. this was hard for me because i would get side tracked and be focused on the next job i was going to and forget to write it down then at the end of they week your trying to backtrack in your head which ones you did.

Backtracking in your head what you have done for that week or the week before, OMG that is a nightmare sometimes. I still do that once in awhile.

[Stillwater]

This is just me, I don't know about anyone else, Mowing is production and nothing else, their are only so many working hours in a day and that means only so much can be done in a day, The wheel became a useless tool for me the moment I started realizing that costing lawns by square foot cost me money. The wheel does not take into account the minor and major details that effect the time it takes to complete the job. A few of my smaller lawns I charge far more than I do for some that are 2 X's the size. This for reasons the wheel never takes into account, like a tiny lawn with 4 bird baths a flag pole and weird beds and a dog house that need to be carefully trimmed around. If I was to use the wheel to cost that out I would loose. But if I used the wheel anyway to cost it out and then made a adjustment to compensate for the detail work the wheel can not account for well then I just then completed a additional task that I did not have to do in the first place. I gave my wheel away years ago. I have several super long tapes that are far more accurate then a wheel ever could be. I use those tapes where needed and they are never needed to cost lawns. But I am curious how many old timers are out their or how many well established full service landscapers are out their still using wheels for costing out lawns by square foot let me know am I in the minority hear??

[Slcareco]

2 each is own, I like to be able to compare sqft to time and analyze it and find problems to fix that will make things more productive.

[Stillwater]

absolutely, your right, I hear what you saying. I did the same thing for years. It's just me, I can't be bothered anymore, sick of it mabey it got so ingrained in my brain and just became so repetitive. My opinion may be in the minority. I am intrested in knowing how others do it.