In order to safely conduct business, landscape contractors are learning how to sell projects virtually.
How can you eliminate physical contact with residential homeowners while still selling your services effectively? Here are some tips from the pros on how you can adapt to this new environment:
Initial Consultation - Remote or On-Site?: In normal times contractors build trust with new clients by walking the property together.
With COVID-19, some are recommending that you eliminate these visits in lieu of a video-conference call - and are emphasizing Zoom, GoToMeeting or Skype. We disagree.
Another consultant who specializes in the landscape and irrigation markets, Jeff Carowitz., offers a simpler and more connected approach: "You should still visit your client's property. Make an appointment so they know when you're coming. Have them leave the garage open and the back yard gate unlocked. Then call them when you arrive. As you walk around the property, you can ask questions and make recommendations while they watch safely through the window.".
He emphasizes this process is more personal, builds rapport, allows sales of add-ons and eliminates potential for estimating inaccuracy.
Submitting and Getting Signatures on the Proposal:
Don't just email the proposal. Use a service that alerts you when the customer has viewed it, and that helps you get a legal signature. The electronic signature platform DocuSign
gets the clients signature and can help schedule a start date. Also check out GetAccept