Value is often the result of the customer journey, but there are many ways to add value before a client agrees to work with you. Prospective clients have many options when choosing lawn care, so it’s important to stand out from the beginning. Here are five ways to add value before they buy.
Establish Trust
You’ve probably heard the saying, “First impressions are everything.” Your website is often the first impression your clients will see when looking for lawn care. While each website is similar to an extent, you can stand out in a few ways.
Communication is often the root of client complaints, so tailor your website to address those concerns. Have a clear process for working with prospective and current clients to keep everyone on the same page. Then, go further by sharing that process on the website. By doing this, you’re setting clear expectations and showing clients what to expect. Plus, you can highlight extra steps the company takes to meet their lawn needs.
Another way to build trust is with customer testimonials. These are usually written, but also consider videos to create a visual impact and make it even more personable. Use staff in your videos and other marketing efforts to establish a connection and show the people behind your work.
Provide Resources
Resources are an excellent way to build credibility and establish trust. It could be a blog, videos, or a series of one-sheets. These let you share unique insight into local issues while explaining the “why” behind each step of the lawn care journey. Clients who enjoy doing hands-on work can learn lawn care tips from the resources on your site.
If you offer other services, like design and build, a resource page can demonstrate your expertise in those areas and provide ideas for future lawn and landscape projects. Divide the resources into different categories to make the topics easy to find.
Focus on the Benefits
With so many lawn care options, people want to know, “Why should I choose you?” In some cases, they have lawn problems that can’t be solved on their own, or they have no desire to work in the yard. Additionally, they might be coming to you because of issues with other lawn companies.
Think about the benefits that make you stand out to existing clients and share those benefits with prospective clients. If they’re unsure about using a lawn care program, share how it benefits their daily life.
Ask the Right Questions
As you learn about a prospective client, ask open-ended questions that will uncover their goals for the property and obstacles to reaching those goals. Their needs might be basic, but getting to know them may open the door for future projects.
Know When to Say No
Sometimes, the best way to help a prospective client is to send them elsewhere. Their expectations may be too extreme, or you may not have the capacity for the extra workload. While it’s tempting to try and make it work, the negative results could have a domino effect that impacts your current clients and employees.
