Use All the Tactics Available to Grow Your Landscaping Sales
As Grunder Landscaping Co. grows, we're facing a new challenge this year: entering markets where our name recognition and word of mouth aren't as strong. We've gotten used to having referrals drive most of our sales, but we know that to win in new markets, we have to push a little harder.
I've always been a strong proponent of doing marketing and of sales teams going after sales, even when we have business coming to us, but it's gone from being nice-to-have to being vital for our business goals. I'm sure many of you are having the same experience, so I thought this weekend I would share two things we're doing to equip our sales team to really sell.
1. We're Creating Collateral To Make Targeted Marketing Easy
For both design-build and maintenance work, we have door hangers and letter templates created and ready for our sales team to use. They can customize the letters to mail to specific homes they want to target or go door-to-door in neighborhoods with door hangers. It gives them the tools to drive new leads when they identify a neighborhood they want to close more sales in.
The same is true on the commercial side, although our tactics vary. Our team uses brochures, fliers, and other printed pieces when calling on new commercial prospects.
2. We're doing what we do best.
Ever had an awesome salesperson, but then once the contract was signed, the experience completely changed? That's not ever how we want our GLC clients to feel. Even after we have a signed contract, our slogan is still Where Service is ALWAYS in Season. The best thing we can do to sell the next job is always to take good care of our current customers.
So we're training our crews and reminding them to be friendly, pay attention to details and notes in their work tickets, and do the job well the first time. Our sales team knows it's their responsibility to have all the information production needs in the work tickets so that we can deliver on a client's expectations the first time around. Doing the job well is a team effort, and every single person who works at GLC is a salesperson when it comes down to it. We remind them of that fact regularly.
Looking ahead to the rest of the season, is your team equipped to keep closing sales? Are your sales and production teams working together to keep clients happy? If not, I'd encourage you to set aside some time this week to evaluate your marketing pieces and processes - make the changes you can now to finish the year strong!
Marty Grunder
President & CEO
The Grow Group & Grunder Landscaping Co.
P.S. Come see my team and I this fall at one of our Grunder Landscaping Co. Field Trips! These small events fill up quickly every year, and give you the chance to go behind the scenes at our mothership. You'll hear directly from our leaders how we're managing sales, operations, HR, finance, marketing, and more, and we'll save plenty of time for working through the questions and challenges you're facing too. Sign up to join us - I promise it'll be well worth the trip to Dayton!