Originally Posted by Bryan27
A man who understands salesmanship!
In any business, it doesn't do you any good to trash and bash your competitors and certainly not to a prospective customer. It also doesn't make the prospective customer think fondly of you by pointing out how crappy some areas of their lawn look. They might agree with you, but saying it directly is in poor taste. Remember, at some point that person hired their current company to do the work that you are picking apart and you are essentially telling that person that they are a poor decision maker.
If their curbs are hacked to pieces from a string trimmer, you don't have to tell them that, point out that you use an edger that will make a perfect line along the curbs and sidewalks that defines the lawn.
Create a 10 (or however many) point checklist that you will use in evaluating the completeness of work each time the property is serviced. As you walk the property with the owner/manager/president, stop in front of something that you see the current company missed and hand them a copy of the list and go over it with them and explain how you use the checklist to ensure your customers a level of service they will appreciate and benefit from. When you do this and they look down the list and see those two weeds in the bed, the one stray branch of new growth in their hedge, the clump of grass left on the curb...you wont have to "say" anything, they'll think it to themselves. They'll see the value in it without you telling them and coming to that conclusion on their own is much more powerful than if you tell them outright. A good salesman knows when to shut his trap and let the customer sell themselves.
You'll find it exceedingly difficult to sell your services to customers if you can't show them that how switching to you over their current service provider is going to benefit them. I think the term "vulture" is being used inappropriately in this conversation, the term competitor would be my choice of words.
If you use the phrase "your lawn", it personalizes it for your potential client. You are not pointing out damage to their lawn, you are speaking about processes that if used can cause damage to their lawn.
"When string trimmers are used on edges it damages your lawn. Here is a picture of a lawn (not their lawn) with damaged edges. This is one reason why we will only use edgers on your lawn. Here is a picture of one of our lawns with nice crisp clean healthy edges cut using our edger."
Using pictures, helps clients visualize what you are discussing and helps them make the connection between what you are educating them on is something that has been happening on their lawn. They then come to the realization that "hey, that's how the edges of my lawn look now. I need nicer looking edges."
A. W. Landscapers, Inc.
Hustler X-One 60"
Wright Stander RH 36"
eXmark 21" ECXKA21 Mower
Stihl FC110 Edger
Stihl FS90 Trimmer
Stihl FS55R Trimmer
Stihl HS56C Hedge Trimmer
Stihl MS391 25" Bar Chainsaw
RedMax EBZ7100 Blower
Earthquake 16" Rear Tine Tiller
Honda 9" Mini Tiller FG110
2014 GMC Sierra Denali HD
7' x 16' Enclosed V-Nose Trailer
6' x 12' Dump Trailer
Equipment & Work thread: http://www.lawnsite.com/showthread.php?t=415830