Author: Chad Diller
In my last video, I brought one of our Green Ways comic book characters to life. Ted is one of the characters that regularly appears in these stories. The live-action version of Ted gave us a glimpse into the old school ways of selling lawn care and landscaping work.
He slings out a lot of proposals and then he calls and calls, emails and emails, and waits and waits, often to just give up on prospects.
The problem is this old school way of selling lawn care, landscaping work really isn't that old school. It's kind of the current state of the green industry right now. There are a lot of salespeople wasting a ton of time and not closing deals as often as they want to. Does this sound familiar?
(Check out the video with description, resources, comments, etc. on YouTube)
Video Transcription
Then I offered a solution to this common problem. In my last video, I introduced a new way of selling an innovative tool called using personalized video to sell more lawn care and landscaping work in less time and with less aggravation.
If you haven't watched that video, then you're going to be very confused by today's video where we're going to dive into that technology in a little bit more detail.
If you're late to the party, don't worry. Go ahead. We'll wait for you....(corny elevator music)
(RELATED READING: Do You Have "Old Dogs" Standing in Your Way?)
So imagine this...you have 10 prospects to follow-up with. That means a lot of phone calls, a lot of emails, and a lot of waiting. Sounds like a lot of activity, right?
Wouldn't it be great if you knew the exact time and which prospects to follow-up with at any given time? Think you have to be psychic. Well, you don't.
It's called using lead intelligence from a tool like personalized video. Today I'm going to show you how to do that. Stay tuned.
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.
So let's go back to my previous example. In the last video, I went to a customer's property to check on their lawn and I saw a problem with their Dogwood tree.
So this is how it works. After shooting a brief video, I go into my Vidyard GoVideo app, select the video that I want to include, and I like to change the video name to include the customer's name as well. This shows that it's a personalized message and not just some random video that you're sending them.
Then I have options on how I want to send it to them. I can go down in the toolbar below and choose whether I'm going to share this via a text message or an email. In either case, I compose a brief teaser message just enough to get them curious, but I also want to stick to the main topic of the video and then I hit the send button.
Now, as I said before, using personalized video can be a compelling format for your prospect or customer, but it also has the added advantage that it saves you a ton of time in the long run. One of the great things about personalized video platforms like this is that they give you instant notifications, meaning when this prospect is actually engaged with your proposal and potentially interested, you can reach out to them in a relatively short time thereafter.
These personalized video platforms can send you these notifications via your mobile app or through a Chrome extension or could also send you an email right through your inbox.
Now, don't be a stalker. If you send a video at three o'clock in the afternoon and you see that your prospect is opening up at 5:30 don't pick up the phone right away and give them a call. But within about five or 10 minutes after they do that, it would be a really great time to reach out.
Don't let them know that you're getting these notifications by saying something like, "Oh, I just saw that you watch my video." Make sure you're kind of natural about it. Say something like, "You were on my list to reach back to. I sent you that video and left your proposal. I just wanted to know if this is a good time to talk."
Most of the time, people will not know that you got the notification. They might even say something like, "Hey, what a coincidence. I was just looking at the proposal of watched your video and yeah, I have a couple minutes."
If you did a really good job of creating a sense of urgency in your video, then it's a great reason to explain why you're calling now because there's something important that you really wanted to communicate to them.
This leads me to my next point and the next video in this series. How do you shoot a really great personalized sales video?
I'm actually going to show you some of the gear that I would recommend for you to get and also talk a little bit about a really compelling short format of how you can record these videos, the same kind of way each time, to make sure that people open them and make sure that they also want to engage with them and enter into the sales process.
I hope that these innovative tips are helping you to more easily sell lawn care and landscaping work. 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 this series.
Here's this selling way more work in less time and less aggravation! 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.
