Lawn Care Business owners use psychology to
negotiate customer complaints and
Free Tips on how to operate your own Lawn Care / Landscaping
This week's tip is how to deal with potential customer objections to hiring a
lawn care company.
"Why pay for lawn care?"
If you own a lawn care business, you are always looking for new customers.
Sometimes, potential customers do not
want to hire a company or an individual to do their lawn care work.
They might have a few reasons why they don't want to hire you.
Part of your job is to get them to see
they it is ultimately beneficial for them to hire you.
Think of the number of people in your community that don't yet know the
benefits of hiring your company.
If you can get just a fraction to see the
benefits, you will greatly increase your customer base.
If you are in the lawn care business, you
have probably heard the reasons why people don't need to hire you.
Some of the most common reasons I hear are:
1) "I already have a lawn mower in the
basement. It's a waste of money to hire someone."
2) "Hiring someone is too expensive."
3) "I will just do it myself on the
When you are faced with these objections, always have ideas for them to think about.
This variant of Passive Negotiation helps the customer talk himself into
hiring your company.
1) They already have a lawn mower.
Owning a lawn mower can be expensive. You know yourself that
maintaining equipment is an ongoing endeavor. There are always blades
to sharpen, oil to change, air filters to unclog, carburetors to ungum and a bolt on the handle
which rusted through last winter and broke in March needs to be replaced, not to mention that the weed-eater is out of
trimmer line and who
knows what the fuel oil mixture is supposed to be.
Since Lawn Care is your source of income,
you maintain your professional lawn mowing equipment on a regular basis.
But, for a home owner that only mows his yard 2 to 4 times per month, it is
a big hassle to continuously try to keep the equipment running.
Mention to your customers all the above and if they hire you they will not
have to deal with all the maintenance of a lawn mower.
2) The cost is too expensive:
In addition to the reasons listed above.
Hiring a lawn care company makes economic sense. If customers want the
look of a professionally cut yard, they will have to buy commercial lawn
equipment. Cheap lawn mowers bought from a retail store just won't give the
same cut as the commercial lawn mowers that you have for your business. By
hiring you, they get a professionally cut lawn without the expense of buying
commercial lawn mowers.
A second answer to this is to ask them how long it takes them to cut their
own grass. Make sure they calculate the time of getting the mower out of
the basement and maintaining the mower. Also, there is cleanup...not only
of the mower but showering the grass off of themselves and washing their
dirty clothes. Most home owners will take two to three hours to mow the
yard. Now, if your potential customer makes $15 per hour at his job, it is
costing him $45 or more to mow his own grass. If you are charging only $35
to mow the yard, you are saving them money.
3) They will do it this weekend.
There are a few great answers to this. First of all, it is the time
factor. Surely there are other activities they would rather do than spend
the day mowing the grass. Spending time with the family, playing sports,
golf, working on other household chores, vacation, working on the car,
sleeping, etc. There is a huge list of things homeowners would rather do
than spend time on lawncare.
Don't think of an objection as a
rejection. An objection is simply the beginning of the negotiation. If you
can get a potential customer to realize how much it costs (both in dollars
and time) for them to do their lawn work themselves, you are well on your
way to having another new customer.
Contact us anytime. Best luck with your Lawn Care Business
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