Sales Archives - The Edge from the National Association of Landscape Professionals

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Sales

Navigating Economic and Election Year Challenges in the Landscaping & Lawn Care Industry

Guest post by Duane Cashin, owner of Cashin Sales As 2024 is well underway, it’s crucial to understand the unique challenges that lie ahead. This is not just another year; it’s an election year, and the economy is expected to undergo significant shifts. These factors will undoubtedly impact your business, particularly in the area of sales. […]

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How to Influence Consumer Buying Decisions

Because landscape and lawn care services are mostly discretional purchases and there is an abundance of choice when it comes to providers, it’s critical you can persuade your client base to select you over other options. Your marketing efforts can be highly effective at influencing consumer behavior if you consider some of the main factors […]

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Lawn Care: Different Sales Offerings To Consider

Sometimes, there are certain aspects of your lawn care business you have in place because that’s simply how you operated when you first got started. One of those can be how you sell and offer your services. Depending on your core customer base, your current sales model may not be the most effective method anymore. […]

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Selling Value: How to Avoid Falling into the Commoditization Trap

Tired of dealing with customers simply interested in your pricing and feeling like it’s a race to the bottom against your competitors? Duane Cashin, founder and CEO of Cashin Sales, says the key to overcoming this is selling your company’s value during the discovery phase of the sales process. “It lays the foundation for the […]

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Team Building: Motivating Your Sales Team with Commission

If your landscape company has decided to go with the salary plus commission pay structure, there are still a lot of variables to decide for your team. Some considerations include when commissions are paid out, how the commission is handled if a project goes over budget and if any additional bonuses should be awarded. How […]

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Team Building: Sales Team Pay Structure Options

When it comes to paying your sales team, it’s a little bit of the Wild West out there. While it’s common for your field crews to be paid hourly and your management team to be paid a salary, sales team members are in a class all their own. There’s no one right or wrong way […]

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Gain a Competitive Edge With Stronger Sales Leadership

This information came from a session during the 2022 ELEVATE conference and expo. Don’t miss the 2023 ELEVATE in Dallas on Sept. 10-13. Sales cannot be managed but leading sales activities and leading metrics can be. When you put effort into building an outstanding sales organization, you can create a sustainable competitive advantage and maintain your growth […]

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Proactive Sales: How to Build and Drive an Extraordinary Client Experience

It can be easy to settle for reactive sales, but this can also result in lower margins and a customer-controlled business. “To overcome these challenges, you must use a tactful approach that starts by driving the process with clear communication that highlights the value your company can bring,” says Alison Blobner, director of marketing and […]

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Business Smarts: Crafting Showcase Areas for Sales

Landscaping is a visual business and it’s natural to show your clients 2D or 3D renderings of their proposed job. But you can take it one step further and help them envision their project with a showcase space on your property. These spaces require substantial investment but for the landscaping companies that have installed them […]

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Business Smarts: Best Practices for Upselling Services

It’s often said it’s easier to sell services to your existing clients, rather than finding all new ones. This is why upselling is so profitable as you are simply asking a customer if they want to add on another service to the existing ones you’re providing. While you might be reluctant to upsell out of […]

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