Originally Posted by dathorpe
And don't forget to sell yourself and your company. Ask questions about their yard - maybe unimportant things but it gets them talking. Make small talk if given the opportunity. Try to connect and leave an impression. Maybe point out some things you notice in their yard to compliment them AND show your landscape knowledge - "Wow, look at those hydrangeas" or "I love spirea. The only downside to them is you have to keep an eye out for aphids". By doing this, hopefully, they'll ask what other services you provide and then... they open the door and you can mention everything your company can do for them.
Good advice, on my vacation homes, I always tell new customers that I will check there property (door,windows, etc) when I'm there to mow. I think that a selling point also. About a third of my customers I've never met.