The days of placing an ad, the phone rings, bids placed, bids accepted, worked performed, money paid are all but gone in the lawn and landscape industry. Does this still happen sometimes in some places? Yes, but nowhere near as often as before. The economy and the uncertainty going on with money has changed all of this. It's hard now, more competitive, more about price and far less about loyalty. Clients want more for less. They want the very best price and they want as much as they can get for that price. If your pricing is not competitive, you are going to have difficulty getting the job. Even those business owners who are superior salespeople are seeing that people are still more influenced by price than ever before. Am I suggesting you become the lowest price service provider? No. What I am suggesting is that you start to place more emphasis on communicating with the prospect and client - more so than ever before. Don't just communicate who you are and what you do. Now you must communicate how you are different and better. And once you get the job you have to make sure you and the client are on the same page. If you sold them on the idea that you would provide certain services in a certain manner, you must make sure you intend to live up to those promises. If you sold someone and did not make it clear what would be provided, when and how, you must make these things clear to them in the very beginning of the relationship. If you and a client enter into a relationship with different expectations, problems will follow. Be as transparent as you can, do your best to give them the best, but don't lead them to believe that they are going to get more than you are willing to give. Keep lines of communication as open as you can. I know you are busy but if you are not developing and improving your client relationships, they will be more inclined to continue to shop for the best deal. Don't let this happen. Communicate.