Getting Contracts Signed

[Expert Lawns]

How do you guys get your contracts to and from customers? Do you mail it to them, have them sign it and return it, then you send them a copy? It would be hard to meet with each and every customer to go over it with them. So what is the best method and what is most beneficial to the customer. (many like to sit down and go over it. many don't like to bother with it, too time consuming) thanks

[Green Finger]

First You explain your contract over the phone. Then you have options.

1 Leave it in the door, ie. mail box. (Leave two copies)
2 Fax it to them at work or home.
3 Or schedule an personal estimate.

Your professional customers who are acustomed to having a lawn service will not have a problem with the first two. It's the first time homeowners you have to walk them through.

[LawnPerfect]

What I do is when the customer calls to set up a date for first mowing, (they already know what the cost will be from the door hanger) I let them know then that I will require that a "Service Agreement" will have to be signed before I make my second cut. I leave it with them at the first cutting then pick it up at the second. I always call the day before the second cut to remind them to sign and leave the agreement.

[Expert Lawns]

good ideas. I'm using contracts for the first time this year. I don't think my current customers will have a problem with Service Agreements. They are all satisfied with our work and we know each other pretty much on a personal basis. I show up. I do the work. They pay me. Never had any big problems. When I send out my spring letters, I will just notify them that "in order to better service you this year, we have organized a Service Agreement. This will outline our services and payment options."

[LawnPerfect]

Originally posted by Expert Lawns
good ideas. I'm using contracts for the first time this year. I don't think my current customers will have a problem with Service Agreements. They are all satisfied with our work and we know each other pretty much on a personal basis. I show up. I do the work. They pay me. Never had any big problems. When I send out my spring letters, I will just notify them that "in order to better service you this year, we have organized a Service Agreement. This will outline our services and payment options."
I will just notify them that "in order to better service you this year, we have organized a Service Agreement. This will outline our services and payment options

Very good way to put it. I use that exact line when explaining why we have "service agreements". I avoid the word contract at all costs. Now with some people, I emphasize that the agreement gives me permission to go on to and perform work on their property. Some people like that reason for the agreements better than the rest.

[alpine692003]

Thats cool. I was going to ask the same question on how to lock down a customer on an agreement.

I was going to do the 1st cut, ask them if they like it. If they say it's a good job, I will then present them an agreement that I made up.

Then I will talk to them about getting them on this agreement before we proceed to the 2nd cut.

What do you guys do if they say, I'm not interested in getting into an agreement?

Do you guys still do the 2nd cut and continue on, or do you just say well, sorry and forget about that customer?

[TJLC]

Originally posted by alpine692003
Thats cool. I was going to ask the same question on how to lock down a customer on an agreement.

I was going to do the 1st cut, ask them if they like it. If they say it's a good job, I will then present them an agreement that I made up.

Then I will talk to them about getting them on this agreement before we proceed to the 2nd cut.

What do you guys do if they say, I'm not interested in getting into an agreement?

Do you guys still do the 2nd cut and continue on, or do you just say well, sorry and forget about that customer?

I will tell potential customers up front that I ONLY do monthly agreements. If they disagree, I very politely move on. Most I have found seem to want the monthly thing. Good luck.

[DFW Area Landscaper]

I had very terrible success in getting new customers to sign up for service without a face to face meeting.

Basically, my close ratio looks something like this:

Without a face to face meeting: Less than 5%
With a face to face meeting: Over 60%

As for customers having a chance to read every line of your contract, forget about it. They just want you to show them where to sign. Less than 10% of my customers actually read the document before signing it.

Later,
DFW Area Landscaper

[mtdman]

I have customers that I've never met in person, nor talked to more than a few times. Some are my best customers. Kinda weird they'd be so trusting with their homes without knowing/meeting me, though.

:D

[alpine692003]

Thanks for the advice guys..

[LawnPerfect]

You can also explain to your customers that unless you have an agreement signed your insurance will not cover you while you are on their property. So if you were to trip over little johnnys bike and hurt yourself while working, then you would have to sue them, move into their house and cut the grass for free. And of course if the mower was to sling a rock through a window then you would not be covered. I wouldnt tell them that but its just a thought to keep in mind.

[Expert Lawns]

good idea lawndoctorllc. it is a good point that all customers would agree with.

[LawnPerfect]

Im more than happy to help where I can.
You just have to point out what the customer gets out of it. Most people just want to know "whats in it for me?". A good service agreement or contract is fair to both parties and protects both parties.

[Expert Lawns]

I find the more you use the words "you, benefit, quick, easy" the customers are more receptive to you. Negative words like "no, can't, won't, price, cost, etc" turn them off. I hardly ever use the words "us, me, or I" when talkign to them. I talk about THEM and THEIR benefits. Just something to think about

[LawnPerfect]

Originally posted by Expert Lawns
I find the more you use the words "you, benefit, quick, easy" the customers are more receptive to you. Negative words like "no, can't, won't, price, cost, etc" turn them off. I hardly ever use the words "us, me, or I" when talkign to them. I talk about THEM and THEIR benefits. Just something to think about

Great advice that should be pinned to the top of the "just starting...." forum.

[Paradise Landscapes]

Mostly, I meet my clients and have a meeting and they end up signing. How ever, You ever have a customer who takes the contract and starts to make changes to thier needs? Happened to me 3 times! I didn't get burned. I politely left after all 3 did that! Why? What ever changes they make, and you sign it, YOU ARE STILL LIABLE!

[alpine692003]

I would just ask the customer after the 2nd cut.

After 1st cut, ask them if they like it? YES they like it?
Would you like us to come back next week? yes / no?