Through the years I have learned a lot about what makes up a good sales professional in our industry and what makes up a bad one. I am fortunate to have an outstanding sales team here at Grunder Landscaping. So here are 5 tips to help you make more sales:
1. Be five minutes early for all calls and be prepared.
During the initial phone call into the office, you should have talked about what the potential client wanted to accomplish with the project and key features they would like to see incorporated in the design. Be prepared to talk about those ideas and key features, bring supporting documents, i.e., pictures, catalogs, brochures. Show that you listened during the phone conversation.
2. This should be an easy one; when with a client, SMILE and act like you want to be there!
Sure, there are times when we would rather be doing something else or have other things on our minds. When you meet with a prospect, you are on their time so be enthusiastic!! Introduce yourself with a firm handshake, not one that hurts, but not one that makes you seem like a wimp either.
3. Take time (5-10 minutes) to make small talk.
Take a little time on the front porch or the driveway with the potential client to make small talk before walking around the yard. Find a topic of common ground that you connect on and grow a relationship. Don’t be in a hurry to sell! Make note of the client/prospect’s kids’ and/or pet’s names; believe it or not, we know that we’ve sold jobs for the pure fact that we get along with people’s pets and take them treats, etc. when we go back. It’s also important to pick up on any activities that the client/prospect may be involved in or things that their kids are involved or interested in.
4. Set up the return visit or determine the next action step before leaving.
Leave the meeting with a clear plan for moving forward. Example: “Mr. and Mrs. Jones, you’ve given me plenty of information to design a wonderful backyard retreat. I’m going to return to the office to begin the design and proposal process which will take 2 weeks. We’ll then schedule a time to present the design and proposals; please allow 1 to 1 ½ hours to review the design and proposal in detail. At that meeting we’ll then discuss the next step for revisions, if needed, and scheduling the project.”
5. Send a follow-up email thanking the prospect for his/her time and restating what you discussed during the meeting.
This gives the prospect a chance to state an item they may have forgotten during the appointment and it ensures you are on the same page. Attach some photos of the same type of work they want completed.
These are just a few tips that, if you follow, you can and will sell more. Are they basic and simple? Yes…and that’s why they work!