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How to Get Lawn Care Customers – Phone Strategy Part 2

Part two in how to get lawn care customers is to implement a phone sales strategy.

Now I’ve spoken about selling lawn care over the phone previously and one gentleman in the audience, objected to my advice to train his phone staff to sell. He said that he doesn’t like to be pushy, he likes to have his work speak for itself. Well that’s great but a prospect doesn’t know what quality of work you do.

<<< Click Here to Watch Part 1 of How to Get Lawn Customers >>>

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The second part of your phone strategy is selling.
Train your staff to sell your services. Do not just quote a price and hang up. Know your close rate, actively audit your phone staff and work with them to improve their sales skills.

Now I’ve spoken about selling lawn care over the phone previously and one gentleman in the audience, objected to my advice to train his phone staff to sell. He said that he doesn’t like to be pushy, he likes to have his work speak for itself. Well that’s great but a prospect doesn’t know what quality of work you do.

And you know what, I agree, you shouldn’t be pushy and yes Your work should speak for itself. But nobody is going to convince a caller to hire you… excpet you.

So I asked him, do you honestly do great work? He said yes, Then I asked why do you do landscape maintenance in the first place, he said it’s a family business and he has always enjoyed it. I said that’s great, how many clients do you take on for free?

Unsurprisingly, he said none.

So if your not doing it for free, your not just doing it because you enjoy it. So I prod him further, why are you really doing landscape maintenance, he said, to support his family. I nod, okay, I understand that, an honest answer. So I nudge him a little bit further and said, okay, so what do you need to support your family. He said income. I said, Okay, so you are doing landscape maintenance to make money to support your family so they can have a great life. Is that fair. And He nods at me.

So my question to him and my question to all of you is if you are in business to make more money and you do great work. Why are you not doing everything in your power to share your companies awesome abilities with the prospects that call you.

How to Get Lawn Care Customers – Sell Yourself

Selling is not a bad word. Selling is not about being pushy, selling is not about harassing prospects to give you their credit card number.

Selling is about addressing every single objection a potential lawn care customer has to using your company, proving you will deliver incredible service, and exceeding their expectations when you deliver that service.

Now, If you do lousy work, than yes, I agree you shouldn’t sell your services. In fact, if that’s the case you should probably just close your doors if your not going to address the issues.

However, you are all PLANET members, so you obviously take your profession very seriously. And I’m willing to bet you clients love you and you deliver fantastic service.

So If your gift to this world is running a company that delivers incredible service and exceeds expectations. Then it is your responsibility to share that gift with everyone in your market that can afford it. You make their lives easier. You don’t just cut grass.
You help them enjoy their properties to the fullest. You don’t just apply lawn treatments.

So don’t be passive about selling yourselves and promoting why you are the best in your market. Stand up and be the leader.

Implement a phone sales script. Train your staff how to sell, how to address all objections, answer all questions, educate the consumer on the correct criteria for their purchase (it isn’t price), highlight your unique sales points and close those sales.

If you spend money on any advertising what so ever, you must be doing everything in your power to close every one of those leads.

And that leads me to the next tip.

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  • lawn care cold calling scripts that work

Andrew Pototschnik is the founder of Lawn Care Marketing Expert, the largest online marketing agency in North America specializing in marketing strategies for the lawn care and landscaping industries.

Google Partner
Facebook Marketing Partner
Service Autopilot
Official Consultant of PLANET Conference

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