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Selling Landscape Design and Construction work

Selling Landscape Design and Construction work. Ms. Gripshover Landscaping Unit 13. 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.

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Selling Landscape Design and Construction work

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  1. Selling Landscape Design and Construction work Ms. Gripshover Landscaping Unit 13

  2. 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.

  3. Our Vocabulary Closing Family inventory survey Opening Portfolio Preparation Presentation Probing Sale

  4. 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

  5. What are the five steps in making a landscape sale? • Preparation- being ready, make appointment, prepare a portfolio, develop sales strategy • Opening- first meeting between client and designer, build rapport, possibly fill out FIS • Presentation- introduce product/ service that meets customer needs, show portfolio, answer questions • 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

  6. 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

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