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Nov 2024

Posted at 07:43h in Blog, Sales

When you first meet a prospect, they don’t know you and will likely have their guard up while discussing their needs. An indication of this is when you ask them how much they have to spend and all you get is silence, or "I have no idea". So your first intention should be to build a relationship with a client and that means having their best interests at heart. In this article, I will discuss how you can make a potential client trust you faster so

Mar 2024

Posted at 11:39h in Blog, Money, Sales

What is the reason for wanting to increase fees? If you look at your P&L Statement and don’t like the profit you see, delve deeper to discover why this is happening. Often in a landscape construction business, the problem can be underestimating components of a quote and/or having a dysfunctional project management process that is costing time and profit. And sometimes it can be due to costly mistakes. But don’t just increase fees to fix the problem; instead address the cause. However, with increased materials, labour

Jul 2019

Posted at 06:00h in Blog, Marketing, Sales

You may have noticed that enquiries and sales have slowed a little this year compared to last year. It’s not surprising considering we have experienced a Federal election, a State election in NSW, the banking royal commission and a downturn in the property market. However, enquiries and sales have definitely spiked a little since the election result was decided on May 18,  but what can you do to give your business the boost it may require? Get Proactive It all begins with your attitude and approach. Nothing will change

Apr 2019

Posted at 07:35h in Blog, Entrepeneurship, Marketing, Sales

The 80: 20 rule is a guiding principle in business that states that 80% of the results come from 20% of the causes. In other words 80%, of your sales comes from 20% of your clients or 80% of your complaints come from 20% of your customers and so on. 3 jobs produced nearly three quarters of his overall profit Years ago I was analysing a client’s business income over a year. They operated a landscape construction business and had completed many projects throughout the year. So

Apr 2018

Posted at 05:21h in Blog, Entrepeneurship, Marketing, Sales

Often, when I ask a client that question, they say, ‘it’s the great service we offer or the quality of our work’. My response is, they are common answers and don’t differentiate your business. So how do we describe our point of difference so it becomes a powerful distinction and a unique selling point and sets us apart from our competition? Here are 7 tips to help you create your point or points of difference. 1. Define your target market and create an Avatar Define your best client and

Dec 2016

Posted at 06:04h in Blog, Money, Project Management, Quoting + Tracking, Sales

It is important when running a business to be able to know at any time how well your business is progressing toward your goals. Some owners may say, “if I am getting lots of enquiries or doing lots of quotes things are going well”. Others will say “if we are booked up 3 months in advance, we are going well”. But wouldn’t it be great if you had a number that could tell you more accurately if your business is on track to hit your

Oct 2015

Posted at 03:37h in Blog, Money, Sales

With a construction boom in full swing in Sydney at the moment and just 10 weeks to go till Xmas you are probably fully booked with construction projects and/or maintenance clients. So how do you make the most of this period? Put prospects under pressure to sign Most of you will have full schedules till Xmas but in case you don’t let your prospects know that if they don’t sign off on the project/makeover now, they will have buckleys getting it done before Xmas. Sign clients for

Aug 2015

Posted at 07:40h in Blog, Money, Sales

Every landscape contractor would love to charge more for their service but feel that they must deliver a competitive quote because price is the major determining factor a potential client uses to decide which company they use. Price is important but not as important as you may think. Here are some points to help you think differently about selling a construction project or maintenance contract and how to charge more. 1. Don’t sell to your potential client Go to your next sales meeting with the intention of just

Jun 2015

Posted at 11:29h in Blog, Marketing, Quoting + Tracking, Sales

When was the last time you looked objectively at your business to see where you could make some simple changes to be more competitive. Truth is; most guys are so busy working in their business they forget to look where they can simply improve, so they stop struggling to be competitive. Let’s have a look at a few areas: Your Website: Your potential clients will always look at your website to develop an impression of your business. They form an impression of your business within in the

Aug 2014

Posted at 01:22h in Blog, Money, Sales

How long does it take to really improve a business? Much less time than you think. I have seen many businesses improve quickly by focusing on 2 fundamental questions to begin with. These 2 questions are fundamental to a landscape business. So here are 2 questions that help you improve yours. Question 1 Where do my leads come from and is that source still working? Most Landscapers don’t give this fundamental question anywhere near enough time each week. They know they should be doing more but choose to get involved

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