Sean Adams
LawnSite Gold Member
- Location
- Pennsylvania
I was speaking to a guy in Baltimore yesterday and we were discussing different aspects of owning and operating a fertilization/weed control service. One of the things we discussed were some of the bigger companies in the industry - TruGreen, Scott's etc...
Not too long ago a guy who worked for a TruGreen branch and then decided to go out on his own was telling me about the sales process at TruGreen - he was telling me a better part of the fall and early winter months is not spent prospecting or approaching new potential clients. In fact, he said their highest rate of sales usually comes from disgruntled, angry customers who had cancelled in the past.
Now I'm curious - how many of you go back to previous clients who cancelled your service? If you do, how do you do it? Very interesting to me...
Not too long ago a guy who worked for a TruGreen branch and then decided to go out on his own was telling me about the sales process at TruGreen - he was telling me a better part of the fall and early winter months is not spent prospecting or approaching new potential clients. In fact, he said their highest rate of sales usually comes from disgruntled, angry customers who had cancelled in the past.
Now I'm curious - how many of you go back to previous clients who cancelled your service? If you do, how do you do it? Very interesting to me...