Webinar 1: Managing the Initial Meeting
Held – February 10, 2016 – 3:00 pm – 4:00 pm EST
If you don’t have a well-defined process for your initial consultation, you’re already working at a disadvantage. The sole purpose of this meeting is to sell the design fee. That’s it. Everything else you do is to support this one goal. If a homeowner said to you right now, “So how does this work”? Would you have an answer? Would it be the same as the other salespeople at your company?
Getting a deposit for a landscape plan is a great first step. It shows that the client has confidence in you and your company and that they are serious about doing the work. Most likely with you.
Webinar #2 – Creating the Plan and Proposal
Soon: February 17, 2016 – 3:00 pm – 4:00 pm EST
Now that you have a design fee deposit, it’s time to really get creative and wow your customers. Your design needs to be colorful and eye-catching, and include everything on their wish list. Because if it’s not, you just shot yourself in the foot, wasting your time and their money.
In addition, your proposal needs to be just as well thought out and as professional as your design. This is frequently overlooked by most contractors, but it can literally make or break your sale.
We will review how to organize your proposals, what to include and not include, as well as how to create a proposal template, saving you from making costly mistakes.
Webinar #3 – Selling the Installation
Webinar #3 – February 24, 2016 – 3:00 pm – 4:00 pm EST
Contractors often believe that a sale is made when the client signs the contract and gives you a deposit towards the installation. Although this creates a legally binding agreement between the homeowner and the contractor, the reality is that this is just one step in the sales process. Everything that you’ve done before signing and everything that you do after is all part of the sales process.
Just like your initial meeting, your closing meeting has a process as well. If you’ve done everything correctly thus far, your presentation should go smoothly, with no surprises, ending with a signed contract and a deposit for the installation. If not, there are going to be a lot of probing questions, some shock, and awe when they see the price, and a pretty good chance you’re going to leave empty-handed while they think it over.