working with the customer!!. landscaping starts with a sale landscaping is a called a service...

Working with the Customer!!

Landscaping starts with a Sale

Landscaping is a called a service industry. Where the landscape company provides the client with a a well planned design, a professionally installed landscape or maintenance of the clients landscape.

The Sales Process

1st the landscape must persuade the client to purchase the service. Landscape projects begin with the sales process.

Sales is the exchange of goods or services a price mutually agreed upon by the parties involved

The Sales Process

Who is the best landscape employee in the best position to make a sale?

The designer is!!

Five Steps to a landscape Sale

The five steps are :

1st Preparation

2nd The Opening

3rd the Presentation

4th The Closing

5th the Follow -Up


Step 1 PreparationThis involves a number of factors before the sale is actually conducted.

Many customers learn of the companies from the telephone book, advertisements, newspapers, word of mouth, fliers and by the companies signs.


Step 1 Preparation Cont…

Once the contract is made you need to set up an appointment with the customer usually at the customers home.

The designer must also be prepared to explain the landscape goods and services available for sale to the customer


Step 1 Preparation Cont..

Other things that the designer must do have is:

Develop knowledge of landscape services

Prepare a portfolio

Secure an appointment

Develop a sales strategy


Step 2 The Opening:The opening of a sale is the first meeting of the designer and the customer. The opening of the sale has two primary purposes:1st is to develop a strong rapport or a relationship or agreement and harmony with the customer


Step 2 The Opening Cont..

The 2nd purpose is to define the needs of the customer through carefully planned questions



This meeting is very critical as it provides the first impression of the designer and the company

Remember First Impression are lasting impressions.



Effective Communicating requires that both individuals participate in exchanging information This gives both parties an opportunity to get to know each other.

In this meeting it is helpful to probe the customer of their needs


Step 2 The Opening Cont…

Probing is a practice of thoroughly investigating a customer’s wants, needs, and problems.

So knowing the needs of the customer allows the salesperson to adjust their sales efforts to address those needs


Step 2 The Opening Cont…

Landscape design is very complex

Therefore a written family inventory survey is a useful tool in the probing process.

The family inventory is a form on which the customer provides information on factors that affect the landscape project


Step 2 The Opening Cont…There are three ways to complete the family inventory1st it is helpful for the designer to be present2nd is to have the family compete the survey as the designer is analyzing the site.3rd is to let the family complete the survey on their own time and then return it to the designer before the design work begins



So the steps to take in this area is:Develop a strong rapport

Define customer needs

Complete family inventory survey


Step 3 The Presentation

This is where the designer introduces the services or product that meets the customer’s needs identified earlier in the sales process


Step 3 The Presentation:

The presentation should do three things: Introduce the service or product of the landscaper can provide to solve the landscape need

Should convince the customer that the plan suggest by the landscape company will work.

Should create a desire in the customer to buy goods and services offered by landscape company



Supportive materials are extremely useful during the presentation. A portfolio of design work and photos of previous landscape projects can be shown to a customer



After viewing the portfolio materials and contracting references, the customer feels more confident in the services they are buying

It is very likely that the customer will want to discuss the cost of the project too.



So the steps in this area are:

Introduce services to satisfy the customer needs

Use portfolio to determine quality of work

Answer questions about work to be done


Step 4 The Closing:

The closing of the landscape sale interview is the agreement between the customer and the designer to begin the work on the design. This will happen after the designed has reviewed the type of work the company has done and offered some ideas for the customers landscape.


Step 4 The Closing:

There should be a detailed proposal of the service and the cost that are going to be agreed upon.

Followed by the landscape Contract which will then need to be signed off by the customer to start the process of the design


Step 4 The Closing:

So the areas that are cover in this section is:

Secure an agreement with the customer to purchase the service.


Step 5 The Follow Up

After the sale is compete is it very important to keep in touch with the customer. This helps to retain customer loyalty and to achieve future sales


Step 5 The Follow UpTo create a positive influence and build a strong relationship with the customer certain activities should occur:

Work is completed as scheduledBill are handled in a timely fashionAdvice on plant care is givenInstallation work is completed properly


Step 5 The Follow Up:

The customer is frequently asked if they are satisfied with the work

Care is taken to avoid disturbing or damaging nonlandscaped areas and features


Step 5 The Follow Up:

The steps to remember are:Reinforce customer’s decision to purchase service

See that installing and billing are timely

Provide advice on care of landscape materials

Strengthen relationships with customers

The End

Any Questions!!!

working with the customer!!. landscaping starts with a sale landscaping is a called a service...

Documents

landscape sale step

landscape project slide

customer slide

landscape goods

landscape company

installed landscape

clients landscape

landscape projects