As a landscape designer or design-build pro, you didn’t get into this business to spend hours hunched over a computer, wrestling with CAD software and 3D modeling programs. You’re a creative at heart, and your true passion lies in transforming outdoor spaces into stunning, functional masterpieces. But let’s be real – all that technical drafting […]
You must know your stuff. That’s the relatively easy part. If you’re reading this, you are likely a seasoned pro with experience in the field of outdoor living design and construction. If you’re a student or just thinking about starting out, don’t start in sales. Get out there and do some construction before you go […]
LANDSCAPE DESIGN BUILD CONTRACTORS What if I told you there’s a proven method to achieve close ratios of over 50% in your landscape design build business? In this thought-provoking video, I uncover the powerful union between Lead Qualification and Sales processes. Discover the four key strategies that can transform your approach and drive unprecedented success. […]
This guide will equip you with a 5-step approach to securing design retainer agreements, allowing you to focus on what you do best: creating stunning outdoor escapes for your clients. (Side note: After my first sales call using this process after nearly 20 years of doing it “the old fashioned contractor way “my remark to […]
Imagine this scenario: You meet with a prospective client, and within a single visit, you’ve not only secured their commitment to your design services, positioned your company as the clear choice over the competition for the construction of the project as well. How is this possible? By leveraging the power of design. Offering in-house design […]
Harvard Business Review, HBR, recently posted a very interesting article on what makes companies successful “Three Rules for Making a Company Truly Great” http://hbr.org/2013/04/three-rules-for-making-a-company-truly-great/ar/1 Their metric was Return On Assets (ROA). They looked at over 25,000 companies from 1966 to 2010. “After repeatedly trying and failing to isolate measurable behaviors that were consistently relevant to […]
If it’s price, you lose. If it’s demonstrating value during the sales call, you and the client win. The only way I know how to demonstrate value on a sales call is to develop a sales process that allows for an honest exchange of information between the prospect and the salesperson. The process should allow […]