I’ve said many times; the estimating process is one of the more tricky aspects of runing your own lawn care business. This article helps you put your customers at ease when they request free lawn care estimates.
Customers who have never hired a lawn care company before may find it a bit frighening to call a stranger on the phone and request that person come to their homes and look at their lawns.
Likewise, new lawn care business owners may find it intimidating to mosey around a strangers lawn looking for imperfections. As a business owner, you must realize customers look for you to be the professional and take the lead in the estimating process.
I have done thousands of estimates. Most customers have a general idea what needs to be done in their lawn and how much money they are willing to pay within $5 to $10 for weekly service. But, they are unsure of how to go about getting everything set up to their satisfaction. It is up to you, as a business owner, to lead the sales call.
Here are a few methods to help you take the lead during your sales calls:
1) Practice your script.
You do not want to be fumbling for words or wondering what to say to a new or prospective customer. Using our lawn care business material develop a script of what to say. You want to be friendly with your customer but you don’t want to be best friend. Keep chit chat to no more than a few minutes and get to the reasons why you’re there. Your script needs to, at least, cover the basics: What work do they need performed? How often do they want the work performed. How much are they willing to pay? It’s good to listen to your customers but you must direct the conversation.
Once you develop your script, practice it. I remember giving my first customer estimate when I started my lawn care business. I didn’t want to make a fool of myself so I developed a script. I would even close the door to my room and practice in front of a mirror. Silly, right? Maybe but it helped me build confidence and gave me the ability to speak with customers and get the jobs.
2) Know your line of work.
Most prospects know a few things.
A) The grass looks bad.
B) I want the grass to not look this bad.
C) I don’t want to pay much to have it not look this bad.
Ha Ha. Yep, that will sum up about 80% of all your free estimates. If you know your subject (grass for this purpose) you can lead the discussion to explain why they should hire you.
3) Remove their guess work.
Until you show for the estimate, new customers have little idea what your proceedures are. Once they are comfortable with the services you offer and accept your price. They may not know what comes next. If you’ve already read our lawn care guidebook you know to bring your equipment to every estimate. Take your customers guess work away.
Recommend a mowing schedule (example: Wednesday about 10:00). Recommend a payment plan (example: Leave check under the welcome mat).
Recommend additional work (example: Flower beds need more mulch)
By taking the lead you will instill confidence in your customers making they feel good about having you as their lawn care person.
If you are thinking about starting a lawn care business or if you want to make an existing business even more successful, get a copy of our Lawn Care Business guidebook. It’s on sale right now! Visit our main site: www.StartALawnCareBusiness.com