Marketing & Sales Insight for the Lawn & Landscape Industry

These 3 Tools Will Help Your Sales Team Close More Deals

Chris Heiler

With today’s technology and “big data” at our fingertips you wouldn’t think it’d be so difficult to source and sell to your prospects, whether that’s a homeowner, HOA board, or facilities manager.

Yet, with today’s hyperconnected buyer being so much more savvy (and isolated, I would argue) compared to the pre-Web2.0 consumer of only a decade ago, earning their attention is no easy task.

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Positioning Based on Size of Company (or, Why Nobody Ever Gets Fired For Hiring BrightView)

Chris Heiler

Let’s talk frankly about how the size of your company directly impacts your positioning.

I want to share two key insights, the first being: The smaller your company, the more important positioning is.

Hiring a small, unproven company over an established business is a greater risk to the client.

After all, nobody ever gets fired for hiring Brightview (or was it IBM? Same idea.)

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3 Proven and Practical Steps for Generating More Positive Online Reviews

Chris Heiler

This article originally appeared in Lawn & Landscape Magazine's December 2017 issue.

“Chris, our customers constantly tell us how much they love us… but they won’t share it with Google. It shouldn’t be this hard to get online reviews!”

This sentiment has been shared with me dozens of times by our own clients. Their frustration is understandable.

Positive reviews from a third-party demonstrate your authority in a more credible way than you could yourself. This breaks down buyer resistance, which can be the difference between a prospect clicking through to your website or continuing their search without you.

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Top Technology Trends:  2018 Innovations for Lawn & Landscaping Businesses

Chad Diller

This article originally appeared in the November 2017 edition of Turf Magazine, where Chad writes a monthly column about sales and marketing insights for lawn care and landscape companies.

Blueprints, mechanical time clocks, 2-way radios, and messy stacks of paper reports—these are just some of the exhibits one may find if the Green Industry History Museum if we constructed one. While it’s fun to reflect in jest, those items aren’t in a very distant past. The technological landscape has changed rapidly over the past couple decades. And the alarming rate of technologies being swapped for newer counterparts seems to increase as time presses on.

To run a successful company in the lawn and landscape industry requires being able to change over and over again. Legislation, technological advances, consumer behaviors, and culture itself is shifting, progressing, and refining every day. We must not only be okay with change, we must be excited about it. Our businesses depend on it.

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A New Logo Won't Fix Your Problems

Chris Heiler

Let's talk about rebranding a lawn and landscape-related business.

If you're considering a rebrand yourself, I'm not surprised. We talk to quite a few companies who are contemplating the same, or even recently completed a rebrand.

When do companies consider a rebrand? I have a few observations:

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Some Thoughts On Your Annual Marketing Budget (or, Why I'd Like You to Spend More Money)

Chris Heiler

'Tis the season for budgeting.

You have started... right?

Here's a question you might ponder during the budgeting process:

"Why should we spend money on marketing when we have all the work we can handle?"

This is actually a common objection raised in conversation with business owners, especially when the economy is doing well.

I'll respond to this with a few questions of my own.

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8 Signs It’s Time for a Website Redesign for Your Lawn Care or Landscaping Company

Chad Diller

This article originally appeared in Turf Magazine, where Chad writes a monthly column offering sales and marketing tips for landscaping and lawn care companies.

As a Generation X kid, I remember my first pair of Bugle Boy jeans. The zipper pockets and elastic around the ankles made me pretty fly for a 1988 guy. Fast forward just a couple years, and I wouldn’t have been caught dead in those pants.

Imagine my surprise as I see some of my daughter’s male friends now walking around with similar new adaptations of this 80s fashion. What are next? Zoot suits? Jelly Shoes?

I’m sure you have a similar story in mind. Trends come and go and resurface again, particularly when it comes to clothing. But when it comes to marketing a business in the lawn and landscape industry, that resurfacing rarely occurs. Trends die and become obsolete. This particularly holds true when it comes to websites.

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5 Questions to Ask Yourself Before You Send That E-Newsletter (or any promotional email)

Chris Heiler

This article was originally published in the November 2017 issue of Lawn & Landscape magazine.

I live on the top floor of a contemporary mid-rise apartment downtown Austin, Texas. While I take great pride in my horticultural skills on display on the balcony, a need for lawn care services for my 70 square foot concrete and steel space does not exist.

My living circumstances, however, do not seem to disqualify me from receiving dozens of email newsletters from well-intentioned lawn and landscape companies from around the country (oddly, none in Austin).

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7 Reasons Why I Don’t Hate Prospecting Anymore

Chad Diller

Certain words come back to haunt you...“I’m so lucky I don’t have to cold-call.” You see, in my most recent sales role, the landscape company I worked for was a tad understaffed on the sales side. Plus, our effective marketing led to a lot of hot leads.

As a residential account manager, I didn’t have to cold-call. For that, I was thankful. I looked at my B2B business developer counterparts who tried to schmooze their way past multiple corporate gatekeepers each week, and wondered how they didn’t pull their hair out. No way could I do that.

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