Real World Advantages That A Client Will Buy

Discussion in 'Organic Lawn Care' started by Smallaxe, Jan 17, 2011.

  1. Kiril

    Kiril LawnSite Fanatic
    Posts: 18,298

    The same way you sell any job .... by appealing to their pocket book.
     
  2. Smallaxe

    Smallaxe LawnSite Fanatic
    Posts: 10,080

    You get what you pay for... People that I work for would just as soon pay a standard price for standard squirt and fert, than to deal with a 'pie in the sky' option. Though it may be cheaper.

    I have made headway with compost applications, but that is not easy to market to new clients. For the very reason you've just stated... :)
     
  3. Kiril

    Kiril LawnSite Fanatic
    Posts: 18,298

    You need to successfully explain how proper landscape/soil management will reduce overall maintenance costs in the long term, saving them money. It is a hard sell to anyone when the initial costs are high.
     
  4. Smallaxe

    Smallaxe LawnSite Fanatic
    Posts: 10,080

    Successfully Explain... You nailed the question exactly... :)

    What sort of lingo, will explain simply?... and understandably?... preferably in 2-3 minutes or less?
     
  5. Kiril

    Kiril LawnSite Fanatic
    Posts: 18,298

    There is no cue card here Axe. You need to assess the client and temper your presentation to fit.
     
  6. Barefoot James

    Barefoot James LawnSite Senior Member
    Posts: 984

    How about this? Pretty simple and straight forward - no fancy words - just common sense.

    1234 Any Street hint use an address of a couple of prime properties in the specific marketing area you have targeted!

    Have you seen the above lawns in your neighborhood?
    Would you like a yard like theirs?

    Fill in blank (name of your company) organic-targeted lawn care programs are like no other – because we have filled in the missing link that ‘other’ programs don’t do in their regular fertilization/weed programs. That missing link is called “SEEDING”. Fescue grass is bunch grass. This means it grows in bunches; it does not spread or fill in bad or bare spots. Thin, bare spots and overall damage in turf caused by poor mowing practices, pets, draught, erosion or pests can only be repaired using expensive sod or affordable seeding. fill in blank is all about seeding and we go the extra mile by top dressing the seed with compost. We have the tools (dump truck and top dresser) to do this at a very affordable price. Seeding and compost top dressing is the core of our company and why our programs work better than others. Fill in blank programs can work with your existing lawn care program, or better yet, you can use the entire fill in blank protocol – including mowing services.
     
  7. JDUtah

    JDUtah LawnSite Silver Member
    from UT
    Posts: 2,636

    A few. :nono: I don't care to debate with you on this matter also Kiril. So I'm going to leave it at that.
     
  8. JDUtah

    JDUtah LawnSite Silver Member
    from UT
    Posts: 2,636

    I don't know. Most people are interested in less risk to their health and family.

    And like I said ta the beginning and ending.. it's about great turf at a competitive rate. Bottom line.

    As far as the others points I made. If they do not appeal to the customer than any attempt to "convert" them is misspent energy. It would simply be wise to sell the quality and comparable price.
     
  9. ecoguy

    ecoguy LawnSite Member
    from Duncan
    Posts: 234

    Hey guys. Happy 2011. Good discussian here Smallaxe. I think people are hesitant to give away their secrets - which is why your not getting the specifiities that your after.

    Here's a few things I've found helpful:

    - Focusing on the fact that squirt and fert is an outdated, dying technology and method. Organic is the future and the future has arrived.

    - Explaining the difference between working with nature and working against nature and why the former works best

    - Turn Organic principles into metaphors that fit your client's unique personality/ interests. eg. I have a customer who is a high profile investment broker with over 500 clients. When he began to lose patience with my organics I asked him how he would respond if his own client's said "hey, I invested with you 3 months ago and haven't seen any gains yet.?" Anything of value takes time and we should be skeptical of anything that doesn't.
     
    Last edited: Jan 18, 2011
  10. Kiril

    Kiril LawnSite Fanatic
    Posts: 18,298

    I see. :rolleyes:
     

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