Author: Chad Diller
Are you tired of reaching out to prospects or trying to up-sell customers and just being ignored? Are you sick of spending so much time preparing proposals, leaving phone messages, and sending emails?
Are you still using these same, old tricks to try to sell lawn care or landscaping work? Or does this sound like a few busy people on your sales team who boast a lot of activity but poor results?
Want to learn a new trick? One that will increase your closing percentage and help you sell more work in less time (and with less aggravation)? Then today's video is just for you.
Here's an innovative idea. It's called using personalized video in your landscaping and lawn care sales process. Stay tuned.
(Check out the video with description, resources, comments, etc. on YouTube)
Video Transcription
Are you tired of reaching out to prospects or trying to up-sell customers and just being ignored? Say you're like Ted...
Ted has been selling lawn and landscape work for the past 15 years. He has a good system that works for the most part. He visits a client's property on a quality control check. Then he looks for an up-sell opportunity, like say, a tree that has some disease damage.
He writes a proposal and hangs it on the door. Then he calls and calls, sends emails and tries to explain why a plant health care program may help fix the problem.
He waits...and waits...and waits...and nothing.
Ted: "I can't believe these people, their tree is dying and they can't even answer my email or return my phone call!"
And his boss, the owner of the company, he's sick and tired of Ted's excuses. He's slinging out proposals, but he's not closing any business. He's an old dog and you can't teach old dogs new tricks.
(RELATED READING: Do You Have "Old Dogs" Standing in Your Way?)
Do you want to learn some new tricks that actually work? Would you like to get lawn care customers fast and close way more landscaping projects? Well, I have an innovative idea for you today. It's called using personalized video in your sales process.
Hey, what's up? It's Chad with Landscape Leadership. We've helped dozens of lawn care and landscaping companies generate lots of leads for their sales teams and also help their sales teams turn those leads into paying customers.
If you're new here, make sure you hit the subscribe button down in the corner as I frequently release new landscaping and lawn care marketing and sales tips.
Also, all the resources that I'm going to mention in this video along with some bonus materials are going to be found in the description below.
Are you like Ted? Or are you a lawn care or landscaping company owner and have several Ted's on your team? Are you selling like it's 2008? More like 2000 and late!
You may be wasting time and energy and losing sales. I went on thousands of sales calls in my decade of selling lawn care, landscaping and tree work. I know just how hard it can be to close these deals and get prospects to get back in touch with you.
If I could only go back, I would use personalized video and sell way more work in less time. Now while I can't go back in time and fix my sales career, hopefully I can help with yours, help you to be an early adopter of this technology and get way ahead of your competition.
Today we're going to kick off a brand new video series about using personalized video in your lawn care landscaping sales process. I've personally used this technology in my own sales process so I can tell you it definitely works.
And this is a technology that other industries have been using now for two or three years and it's proven to be effective.
So there are bunch of mobile apps and browser extensions out there that allow you to do this. They each have their own pluses and minuses, so keep that in mind. I'm not going to compare products today, but I'm going to show you why using personalized video in your sales process is so powerful.
You're going to need to figure out what option's best for you. I'm going to post some products down in the description below that are both for iOS, Android, and also for a Chrome extension on your computer.
Now I'm an iPhone and also a desktop Chrome user. So I'm going to be using a product that's worked really well for me. It's called Vidyard GoVideo. But a lot of these products have the same kinds of features.
In this video series, I'm going to show you how to use personalized video in your sales process and help you to compare it versus those old 2000 and late Ted ways of selling.
In the next video in this series, we're going to dive into the technology a little bit deeper and I'm going to explain why it's going to help you to sell better. And we're going to have some other tips following up in other videos in the series.
So let's go back to our 2000 and late Ted way of selling. A lot of the sales situations you're in, you're just like Ted. You go to the property, you find a problem, you leave or email them a proposal or more information, then you hope they understand and wait for them to act on it.
The problem here is that you're relying on written communication and voicemails. It's not effective communication. Communication is only 7% verbal, the words that you use, but it's 93% nonverbal.
The nonverbal component is made up of about 55% body language and 38% tone of voice. So this means that you're only 7% effective if you're leaving them a proposal and maybe only 38% effective if you're leaving them a voicemail.
This is why personalized video is so incredibly powerful in the lawn care landscaping sales process. Here's how it works.
Let's say you have the same scenario. Say I go to a customer's property to check on their lawn care results and I'm taking a walk and I spot anthracnose on the dogwood tree, but instead of using Ted's 2000 and late methods, I use personalized video. Check it out.
(Personalized Sales Video Example)
"Angie. It's Chad. I stopped by today to check out the lawn and man, things are coming in really nicely. While I was here I was off the corner of your back patio, I was taking a look at your dogwood tree. I know you guys like this tree because it has all those great pink blooms on it in the spring and it also gives you a little screening from your neighbors next door. Well, it has a little bit of a fungus on it. You can see these spots and also the twisting of the leaves. It's called anthracnose. Now there are some things that we can do for that to really help protect this tree and preserve it for some time, make it even look better. I put a proposal on your front door and I wanted to send you this quick video just to explain to you what was going on. If you have questions, please reach out to me. Otherwise we can get this started for you very soon. Thanks a lot!"
Now you can either take your personalized video and either email it to them or send it in a text message. Now, which is better is a topic for another time, but let me show you what they see.
Your prospect or customer gets this message with the video embedded in it. They watch this video and get 100% of what you're trying to communicate, not just a stupid proposal, not just an annoying phone message.
You are a salesPERSON, not a proposal, not an email, and not a phone message.
Using personalized video in your sales process helps you to build relationships with your prospects and customers. It's really easy to ignore emails, phone messages and proposals hanging on your door, but it's really hard to ignore a salesPERSON.
Is this blowing your mind? In the next video in the series, We're going to dive into this technology a little bit deeper, and I'm going to explain why it's going to help you to sell better in less time.
Make sure that you are subscribed to this YouTube channel and click the bell icon down in the corner to make sure that you get notified when the new videos get released.
Or if you're finding this video After we've completed the entire series, make sure you check out the entire playlist in the description below.
Are you excited about how personalized video could transform your lawn care landscaping sales process? Or are you on the fence?
Here's to being an innovator, not just another landscaper lawn care company. Thanks a lot. Have a really great day!
Want regular, practical tips like these to take your lawn care or landscaping business to the next level? Then consider subscribing to my YouTube channel. Or if you'd rather read our in-depth articles on Landscape Leadership's website, you can also subscribe to our blog.
