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The art of selling

Discussion in 'Irrigation' started by DanaMac, Aug 15, 2008.

  1. DanaMac

    DanaMac LawnSite Fanatic
    Posts: 13,156

    Man do hate selling!! This is one main reason I stopped doing installs. I don't like selling a job. I do not like giving someone a proposal for a $2000-$8000+ sprinkler system. It honestly seems like a waste to me.

    I looked at a backyard install today. 3 zones with 12 total rotors. backflow, controller and wires in place. Open dirt lot. $2250. When I wrote up the proposal, I dreaded going up to the homeowner and presenting it. I basically folded it, handed it to him with my business card and just kind of said "please discuss it with your wife and call with any questions". Actually a little more than that, but not much more.

    I kind of get the idea they will get lower bids anyway. She told me over the phone "Other companies have told me $500 per zone. What's a zone?" So I know I will be higher in price than the others. I did tell the husband that, but also stressed that we are a service company first, and will be around to service it in the future.

    I could never be a salesman. Good luck Tony :)
  2. CAPT Stream Rotar

    CAPT Stream Rotar LawnSite Fanatic
    Posts: 5,857

    I love selling systems.
  3. Mike Leary

    Mike Leary LawnSite Fanatic
    Posts: 21,593

    ::::Falls over :::::
  4. DanaMac

    DanaMac LawnSite Fanatic
    Posts: 13,156

    If I got back into doing installs, I would have to hire Tony as my parttime sales guy. instead of being Sprinklerguy, he can now be SalesGuy.
  5. AI Inc

    AI Inc LawnSite Fanatic
    Posts: 25,148

    The key to selling is to make yourself stand out from the rest. I also like to find something to connect with the prospect. When I get there I take a look around, what do I see? a fishing boat? snowmobiles, a Harley? Those things will always come up in conversation. Usualy if they have a dog , they end up buying from me.
  6. DanaMac

    DanaMac LawnSite Fanatic
    Posts: 13,156

    I always try to interact with the dogs too. Kids on the other hand.... keep 'em away.

    It is good to find some interaction or common interest. Met with a client that wants a couple new zones and other additions. He brought up the fact that I was wearing a Red Sox cap. So I mentioned I was born there, born a Sox fan, blah, blah, blah. he mentioned he went to law school at Boston College, etc., etc. I try and look around the garage actually - hey nice tools; nice fly rods; cool motorcycle I've never ridden one. Try to spark a little conversation.
  7. Selling can be fun. I focus on education. I do believe in doing as little prep as possible. Where selling kills you is when you invest a lot of prep time and then don't get the job. Just have a great schtick, bring your calendar, and ask them when you can schedule the job on it.
  8. Tom Tom

    Tom Tom LawnSite Bronze Member
    Posts: 1,276

    I hear ya Man...........

    I don't know how install guys do it so cheap........what a minute they do crap work and WE fix it later.
  9. It's also a lot easier to close sales with Old People:)
  10. DanaMac

    DanaMac LawnSite Fanatic
    Posts: 13,156

    Yeah they just forget the next day that you ripped 'em off!! :laugh:

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