To make money you have to get work. To get work you have to sell your services. Without sales nothing happens. As a student of sales I have sold everything from men's underwear, to real estate, to businesses and I've learned that high price tag items require a direct approach. All men or women in sales should use the same level of professionalism, whether they're selling services, cars, real estate, or underwear. Lawncare and maintenance contracts are viewed by some as small ticket items, but they are not. Even a contract for two hundred a month equals twenty four hundred dollars a year, and if the account is kept for ten years that contract is worth twenty four thousand dollars.
People often say "he is such a good salesman he could sell ice makers to eskimos". That salesman is not professional- he is a con artist. A sales pro sells space heaters to eskimos.
Lesson #1
Know the needs and desires of your client regarding their landscape and according to their budget meet their needs first, then focus on trying to include their desires.
Lesson #2
A sales pro leaves negotiations and hard bargaining to car sales and flea market vendors. When you prepare a bid, take time to do it right the first time. Although you might give the client a couple options regarding the level of service they wish to pay for, be firm on your price. If you begin to haggle someone will lose.
Lesson #3
Pro salesmen are mediators between what the client wants and what their company has to offer. They don't take everything personally. You are just a representative of your company, and you're protecting the jobs of your employees and the interest of their families. The prospective client is also protecting valid interests. After taking the personal factor out of the equation you are left with two facts you can work with:
- The client needs service
- You provide service
Help facilitate the sale by speaking in the third person using phrases like "the technicians are excellent" or "the maintenance company needs to charge x amount". Then when you refer to the client use phrases like "your establishment would benefit from..." or "most clients like it when...."
Lesson #4 Pro salesmen are the authority and are full of information. Inform your clients about preventative maintenance, products, and available enhancements. Inform them, not necessarily upsell them, and help them make valuable choices.
By the way, notice how I use the word "client" instead of "customer". This is because customers come and go but clients see you as the source authority in your specialized field.
Lesson #5
Pros always respond- even to the hard calls.
Real estate agencies are famous for cutting people off mid-sentance to answer a call, because to them that call could be worth eight thousand dollars in a commission sale. When a client wants to speak with you, you should make yourself available. As stated previously, a two hundred dollar a month account could be worth twenty four thousand if kept for ten years.
Lesson #6
Pros understand the correlation between service and trust. A sales pro has genuine concern for their client and responds to potential problems before they become troublesome, knowing that with too many problem you lose credibility. A loss of credibility equals a loss of trust, and without trust you don't have anything happening.
Lesson #7 When selling to commercial establishments be honest. Trying to find simplistic angles such as "common ground" or "winning a friend to influence people" does not work on people who have read the books. Usually the decision maker or client is someone who has earned their position by being smart enough to see the truth. When you are honest with clients they will overlook minor details such as price.
http://www.maintenance-business.com
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