I was wondering if any of you have a really extensive or extraordinary sales presentation when it comes to irrigation system installations. If so, I'd like to hear how you go about it and what you do to make yourself stand out from the competition. Reason I am asking is that we are in a pretty competitive market for irrigation. Lots of irrigation contractors out there just throwing cheap systems in without any design or thought going into it for super cheap prices. It's been hard to compete with that and often I am the highest bidder or one of the highest. I've managed to differentiate our company in the past with a nice little presentation folder that highlights why we're different and includes a bid with more detail than most contractors give. That, plus lowering my desired price, has managed to land us a lot of jobs this last year. But I'm not installing them for the price I'd like to. I'm trying to create a killer presentation that will be so effective that people will feel stupid not to choose our company after I leave. I am reading the book, " 21 secrets for irrigation contractors" by Robin Tulleners. It had some good ideas that I think I will begin to encorporate this year. Among the ideas I really liked were; * Having a video tape showing highlights of your work, you and your crew at a job, highlighting the different aspects of a good system, etc. * Having a "sales kit" that includes things like copy of your license, copy of insurances, contractor comparison checklist, client testimonials, bank and supplier references, pictures of your work, etc. * Meet with each client in person when there is ample time to go over everything and discuss our company, ask questions to them about their goals, discuss them purchasing an irrigation plan (design), discuss budget, etc. I was hoping that by incorporating things like this I could stand our company apart SOOO much from the competition that they'd feel stupid NOT to go with us, even though we may be more expensive. The goal is not just to look more organized that the other contractors but to totally blow away other contractors with a presentation that totally dwarfs the presentations (if any) they're getting from other contractors. Anyone do this? Ideas? Tips?