Having the right equipment for the properties you service is important. Finding the best marketing technique for your local area is also important. Getting paid on time to keep the income flowing in is necessary. But a crucial part of this business which I don't hear much talk about is: Are you a good salesman? Do you have that extra *pop* to wow the customer into selecting your company for their lawn service? Do you walk in to your estimate with confidence, immediately putting the customer at ease with your knowledge? Talking the talking is a BIG part of this business, if you are a good smooth talker, you have a much better chance of selling your services. This fall a guy approached Matt about installing some mulch and cleaning out some flower beds. When Matt finished with him, he had sold him on a retaining wall, mulch for all the beds, a fall cleanup, and a removal of a small tree. The guy said to Matt, "I'd love to send more work your way, but before I can do that, I will have to pre-qualify the people. Cause when you are done with them, they may not be able to afford you." So my question is, how good of a salesmen are YOU? And what ways have you improved your salesmanship?