Episode Details

Lights in the turf, grass running all the way up against a building or fence, low-laying branches, and more. Sometimes the landscape design sets up maintenance crews to fail by making it way too easy to damage properties. In this episode, Marty shares how landscape designers can be mindful of these things when creating plans and how account managers can use these damages as opportunities to sell enhancements. Looking for more work with your existing clients is a great way to drum up more sales!

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00:00 - Intro

01:18 - Appreciation and Team Morale

02:26 - Finding Opportunities in Client Properties

03:04 - Deep Relationships and Client Focus

04:23 - Sales Strategies and Client Engagement

06:23 - Route Density and Business Growth

08:43 - Practical Examples for Your Advantage

14:02 - Please Like & Share This Episode!

Show Notes

• Focus on deep relationships over quantity: Build 40 thousand-foot deep wells rather than a thousand 40-foot deep wells. Concentrate on developing meaningful, long-term client relationships that generate significant ongoing business. "80% of that business came from 55 people. We could put 'em on a bus... about 70% of the $18 million worth of business that we will do this year is gonna come from about 30% of our clients."
• Sell more to existing clients first: Before chasing new prospects, exhaust opportunities with current clients. Send handwritten notes, conduct property audits, and proactively identify additional services they need. "The best two opportunities are, number one, selling more to existing clients. We don't look at that enough."
• Be a proactive professional consultant: Act like a doctor who identifies every possible issue. Point out problems before clients discover them to maintain credibility and avoid having to fix issues for free. "When you are a professional folks, that's what you should be doing... You're a consultant, you're there to tell them what you can do to help make their property look better."
• Protect your property managers' reputation: Help property managers look good in front of their bosses by identifying issues before they become visible problems during site visits. "We would never want one of our property managers to look bad in front of their boss because we didn't tell them there was a dead tree or a drainage problem."
• Identify maintenance hazards and design flaws: Look for low branches that could injure