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12 Ways to Attract More High Profit Landscape Sales
Getting More Landscape Sales
When you’re running a design, build, or maintenance company, it can be difficult to step away and think about methods to keep the pipeline full and attract new landscape sales. That’s why I put together this list of 12 ways to attract high-profit landscape clients. Depending on your type of practice, this list is divided into residential and commercial landscape sales.
How to Attract High Net Worth Residential Clients
After growing a residential company from zero to over 8 million dollars in landscape sales I have extensive experience landing high net worth landscape clients. Some things I recommend may be counter intuitive but experience is the best gauge for what actually works.
High-End Custom Home Builders – While I was working on a landscape project, the foreman on a home being built next door asked if I would move a pile of dirt with our skid steer. That one act of kind ness started a business relationship and resulted in over a million dollars of landscape client referrals.
This type of productive collision doesn’t happen every day, but you can also be proactive and use Houzz or LinkedIn to locate custom home builders in your area and make plans to connect.
Architects – The starting point for high-end custom homes is the architect. Build relationships with every architect in your area. Create a well – crafted piece of print collateral and do not be shy to contact them 3-4 times a year to stay on top of mind.
Landscape Material Companies – Home owners often visit a material supply company for ideas and contractor referrals. Make sure to stock the bulletin board of your local landscape supply company with top notch business cards and a 4” x 8” professionally done print piece.
Home and Garden Shows – Most larger cities have home and garden shows in the spring time. These events take a great deal of effort, but when you know how to market at live events, the reward is big. Every year I participated in home shows resulted in a least $100K of projects.
Cultural Arts Organizations – Volunteer or join the board of directors for garden clubs and art organizations. Contact the executive director or educational director. Offer to provide a visual talk on gardens, outdoor space and design. This is one of the best places to build relationships with uber high net worth clients.
How to Attract Commercial Landscape Sales:
Commercial landscape work is often more lucrative then residential because the scale is larger and the work is ongoing. Anyone can compete in this area, but you must decide first if this is your cup of tea and then set systems in place to bid and complete the work.
Home owner associations – A quick google search will lead you to data bases like this one: http://www.brianpetrelli.com/searchCommunity2.asp Where you can get telephone and e-mail contact for the presidents or managers of these large commercial property contracts.
Facility Managers – Drive around the industrial and office parks in your area. Write down the company names and then do a LinkedIn advanced search to find contact information for the facility manager.
Commercial Real Estate Agents – The best time to get a landscape contract with any type of real estate is when a property changes hands. Commercial real estate agents will know everything going on and who to contact.
Local Government Contracts – A trend toward privatization for the management of public property provides lucrative opportunities for landscape companies. Contact your city managers office or do a google search to find contracts that are out to bid.
Federal Government Contracts – In our community we have government properties with combined landscape contracts worth over 5 million dollars a year. You need to first get a GSA number to bid but this is not as difficult as some people think. Once you have obtained a GSA contractor number, websites like the one below provide info on contracts out for bid.
How to put these ideas to work…
To attract profitable design, construction or horticultural clients requires action. If your sick and tired of not having enough work or not getting more creative landscape projects, You need to get off your butt and take action.
The list above provides proven ideas on where to find clients, but in todays hyper-competitive market you need a complete system for the marketing and sales process. That’s why I created this training for the landscape industry.
What to do next…
To get a method that has resulted in over 8 million dollars of creative landscape project sales, click to join this upcoming training.
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