Close More Landscape Sales by Selling the Experience

Secrets to close more landscape sales, pool sales, and outdoor living sales is selling the benefits, not the products.

When your client decides on the materials for their new paver driveway—maybe it's Unilock or Cambridge Pavers—they aren’t buying these products because they think the samples you dragged over look amazing (although, yes, they might). They are spending money with you because of the experience they are going to have when they drive their family up the new paver driveway that leads to home. The experience of walking out to their car sitting on the perfect pavers or perhaps the sound of their heels against the driveway. Their home is going to feel a little more like home and that feeling is worth every penny of your fee to them. 

All too often, landscape salespeople  and outdoor design and build professionals get hung up on selling the stone, paver, pool, or fence because the quality is so wonderful or because the color matches something else, or because it's available quicker than another product – and before you know it, the client chooses a different installer (in many cases the other bid could cost them tons more!). The secret to increasing your landscape project size and closing more landscape sales is understanding that they chose the company that was most capable of helping them envision their desired experience or feeling and showed how to make it come to life.

So how does that happen? Simple, it starts with the way you communicate with your prospects. Are you asking potential clients to call you because you sell a specific paver or pool lining? Perhaps a special kind of pergola? If so, you’re missing out on helping homeowners understand how the outdoor living experience they dream of can be filled by a service your company provides. Help them see that connection – promote the experiences your services or products provide. Allow that to be the center of attention in your inbound marketing, sales, and brand communications. This is one of the best sales tips for landscapers and home builders

Talk to them about what they hope to do with the space, what prompted them to consider it, how they envision the space, and who will enjoying it with them. Ask them to detail out images they see. Sure, some professionals might say these questions are just probing – something you absolutely must do before making your pitch (or bid). But it’s more than just that. It’s the right questions – those that drive the budget ceiling higher. It’s really getting to know what your client wants. Related: 5 Signs You Should Change Your Target Customer Now

Finalize this with a bid and presentation that shows exactly how the homeowners will use the space – exactly how they said they wanted to. As an added bonus, this method will also help avoid (or at least minimize) the hours and hours spent on discussing the different product options. All because, remember, the client isn't buying the pool coping, they are buying the experience and your overall design presentation should show how they’ll get it.

When your client decides on the materials for their new paver driveway—maybe it's Unilock or Cambridge Pavers—they aren’t buying these products because they think the samples you dragged over look amazing (although, yes, they might). They are spending money with you because of the experience they are going to have when they drive their family up the new paver driveway that leads to home. The experience of walking out to their car sitting on the perfect pavers or perhaps the sound of their heels against the driveway. Their home is going to feel a little more like home and that feeling is worth every penny of your fee to them. 

All too often, landscape salespeople  and outdoor design and build professionals get hung up on selling the stone, paver, pool, or fence because the quality is so wonderful or because the color matches something else, or because it's available quicker than another product – and before you know it, the client chooses a different installer (in many cases the other bid could cost them tons more!). The secret to increasing your landscape project size and closing more landscape sales is understanding that they chose the company that was most capable of helping them envision their desired experience or feeling and showed how to make it come to life.

So how does that happen? Simple, it starts with the way your communicate with your prospects. Are you asking potential clients to call you because you sell a specific paver or pool lining? Perhaps a special kind of pergola? If so, you’re missing out on helping homeowners understand how the outdoor living experience they dream of can be filled by a service your company provides. Help them see that connection – promote the experiences your services or products provide. Allow that to be the center of attention in your inbound marketing, sales, and brand communications. This is one of the best sales tips for landscapers. 

Want to learn more about inbound marketing for landscapers? 

Talk to them about what they hope to do with the space, what prompted them to consider it, how they envision the space, and who will enjoying it with them. Ask them to detail out images they see. Sure, some professionals might say these questions are just probing – something you absolutely must do before making your pitch (or bid). But it’s more than just that. It’s the right questions – those that drive the budget ceiling higher. It’s really getting to know what your client wants. 

Finalize this with a bid and presentation that shows exactly how the homeowners will use the space – exactly how they said they wanted to. As an added bonus, this method will also help avoid (or at least minimize) the hours and hours spent on discussing the different product options. All because, remember, the client isn't buying the pool coping, they are buying the experience and your overall design presentation should show how they’ll get it.