5 Steps to Close a Landscaping Sale: Prep, Opening, Presentation, Closing, Follow-Up, Slides of Botany and Agronomy

Download 5 Steps to Close a Landscaping Sale: Prep, Opening, Presentation, Closing, Follow-Up and more Slides Botany and Agronomy in PDF only on Docsity! Working with the Customer! |! Docsity.com 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. Docsity.com 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 Docsity.com Five Steps to a landscape Sale • Step 1 Preparation – This 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. Docsity.com Five Steps to a landscape Sale • 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 Docsity.com Five Steps to a landscape Sale • Step 2 The Opening Cont.. • The 2nd purpose is to define the needs of the customer through carefully planned questions Docsity.com Five Steps to a landscape Sale • Step 2 The Opening Cont.. • This meeting is very critical as it provides the first impression of the designer and the company • Remember First Impression are lasting impressions. Docsity.com Five Steps to a landscape Sale • Step 2 The Opening Cont.. • 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 Docsity.com Five Steps to a landscape Sale • Step 2 The Opening Cont… • There are three ways to complete the family inventory • 1st it is helpful for the designer to be present • 2nd 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 Docsity.com Five Steps to a landscape Sale • Step 2 The Opening Cont.. • So the steps to take in this area is: – Develop a strong rapport – Define customer needs – Complete family inventory survey Docsity.com Five Steps to a landscape Sale • 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 Docsity.com Five Steps to a landscape Sale • Step 3 The Presentation: • 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. Docsity.com Five Steps to a landscape Sale • Step 3 The Presentation: • 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 Docsity.com Five Steps to a landscape Sale • 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. Docsity.com Five Steps to a landscape Sale • 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 Docsity.com Five Steps to a landscape Sale • Step 5 The Follow Up • To create a positive influence and build a strong relationship with the customer certain activities should occur: – Work is completed as scheduled – Bill are handled in a timely fashion – Advice on plant care is given – Installation work is completed properly Docsity.com Five Steps to a landscape Sale • 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 Docsity.com