Selling more to your existing clients is usually an easy way to quickly add revenue to your top line. You're already familiar with the property, you already know who the decision maker is, and you may even already have ideas on what other work could be done. 

I often remind my own sales team at Grunder Landscaping Co. that our clients are expecting us to propose enhancement projects. For commercial properties especially, many property managers actually view that as part of our job. They want us to tell them what we see that we could make better. 

When I interviewed Jeff Sebert of Sebert Landscape, our tour host for the next Field Trip with NALP on September 17-18, on our podcast, The Grow Show, he brought a new perspective on this. He pointed out that not only do property managers expect their landscapers to be proposing enhancements, if they aren't getting the proposals they feel like they should they'll start to believe we're out of touch, not paying attention to their property, or don't value their business. 

I hadn't thought of it this way before and when he said it, it was a light bulb moment for me. Would we not all fire our doctor if we get sick and then they later say "Oh yeah, I noticed that your blood pressure was high but I didn't think you'd want to pay for the medication"?

That may be a dramatization of the role we play as landscapers, but if we see sick plants, declining trees, safety hazards, or the warning signs of pest issues and don't point them out to our clients we aren't doing our jobs. Suggesting enhancements is actually a tool for client retention and proving we are engaged and aware of what's happening on their property. 

So what's my message for the week? Go out and look for those enhancements! Especially trip hazards, anything jeopardizing the health of plants, or something that could cause property damage if it isn't dealt with now. Then move on to the fun stuff: additional plants that would make a bed pop, a space where employees can gather outside, or whatever creative solution you can find to help the client enjoy their outdoor space more. Even if they end up saying no, as long as you handle it with class it's a win in my book. 

I hope you'll join me in Chicago this fall to learn from the team at Sebert Landscape. We have a great event planned, check out our agenda and sign up to join us!

Marty Grunder
Founder & CEO
The Grow Group & Grunder Landscaping Co.