Ms. GripshoverLandscapingUnit 13

SELLING LANDSCAPE DESIGN AND CONSTRUCTION WORK

Our Objectives• Identify how to determine a client’s landscaping needs.• Identify the five steps to making a landscape sale.• Explain the importance of maintaining good customer relations.

Our Vocabulary

ClosingFamily inventory surveyOpeningPortfolioPreparationPresentationProbingSale

How can you determine a client’s landscaping needs?• Start with a sale• Sale- an exchange of goods and services at a mutually agreed

upon price

• Determine what they want to landscape and how much they want to spend• Designer meets with customer to determine wants and needs• Designer may “probe” client or investigate to determine wants

and needs• May use a FIS or family inventory survey• Includes information like how many family members, what they

want to use the space for, etc.

• Develops a landscape plan

What are the five steps in making a landscape sale?1. Preparation- being ready, make appointment, prepare a

portfolio, develop sales strategy

2. Opening- first meeting between client and designer, build rapport, possibly fill out FIS

3. Presentation- introduce product/ service that meets customer needs, show portfolio, answer questions

4. Closing- end of sales interview, make an agreement, three methods:

- Straight forward close- designer requests customers buys; simple and direct

-Assume close

-Summary- restates major points of sales presentation, similar to assumption of sale

5. Follow up- designer contacts customer to ensure they are happy

Why is it important to maintain good customer relations?• Step 5 (follow up) is key to good customer relations• Ensures repeat customers and the best form of advertisement

WORD OF MOUTH

• Use the following techniques:• Complete work on schedule• Handle bills in a timely fashion• Provide directions on care for the landscape• Installation completed properly• Continually make sure customer is please with the progress• Avoid disturbing/ damaging other areas not being worked on