When you meet a potential client for this first time, it can be a daunting task. There is a lot of ground to cover in a short amount of time; for example, you will most likely feel the pressure to make a good impression and also, to land the job and secure the contract. But wait a second, stop and ask yourself the following: what if this meeting isn’t all it’s cracked up to be? What if taking on this project is not in your company’s best interest?
Before you take on a new project, you want to make sure that the job and the end result will be a success. You also want to ensure that it will be worth the dedicated effort of yourself and your team.
Unfortunately, bad leads can happen and they are inevitable. To ensure you’re not wasting your time with bad leads, you want to clearly define what it is your company does. We know it sounds pretty simple… but the problem is: it’s so easy to stretch the truth. It’s also easy to be fairly unrealistic when it comes to defining what type of services your company does. As a result of doing so, you can end up dealing with unfamiliar territory, causing your customer to be dissatisfied with the end result.
To avoid this problem, you must know your services inside and out, and clearly communicate what you’re selling. Being able to answer this question when it’s asked is the best way to become more efficient. It also allows you to avoid the jobs that don’t align with your past experience, expertise or existing services. Also, make sure your communicate all of this information with your sales team. Familiarize your entire team with the services your company specializes is – that way, everyone has a crystal clear interpretation of what it is you can and will be able to do for your customers.
Once you have determined the right type of services you will be offering, it’s time to turn your attention to finding the right geographical area to offer your established services. Setting a geographical zone or boundary is commonly defined as your service area; this is the best way to determine whether your company should or is willing to take on a job.
If you have an inquiry that falls outside of your service area, you should factor in the following: the amount of extra time it will take to travel there, the wear and tear on your vehicle and any other external factors that should affect pricing. Each project should be made based on your ability to meet or exceed your sales goals. Understandably, some jobs that fall outside of your service zone may be an exception to the rule. They might be worthwhile to take on – for example, if they will expand your portfolio, or if they are for a loyal customer who is giving you repeated business.
Furthermore, having an established service zone will also save you from wasting future time on your sales process. Instead wasting time to consider taking on a job (which in the long run would most likely not be profitable), you will know ahead of time – based on its location.
If a lead doesn’t fit the criteria needed to complete or take on a project, no hard feelings. When one door closes, another one opens! Sometimes the most profitable word in any business is a flat out ‘No’. Make sure that you take on contracts or jobs that are closely aligned with your business values, style, location, or price.
You should never be scared to turn down work. In the long run, it could be the best decision you made! Remember: increased sales and less profit usually brings massive headaches down the road.
LMN is a collection of online training tools and systems that effectively help great contractors – just like you – build and manage great landscaping businesses. For more information, visit the LMN website.
