Stop Chasing More Landscaping Leads and Start Closing the Ones You Have

When you learn how to display and demonstrate significant value through words, how to frame that conversation so the client sees and feels that you and your company are going to offer them a much better value. Welcome to the Sales Made Simple podcast. This podcast is dedicated to helping overwhelmed outdoor living professionals, landscapers, and hardscapers just like you increase your closing rate to over seventy-five percent without doubling your workload so you can build a seven-figure business that doesn't need you. I'm your host, Joshua Gillow. Let's dig in. Good morning, America. Hey, today I'm going to go into one of the biggest complaints I hear from contractors when they call in. Um, one of the biggest complaints that they have is that they go out and they meet with customers, and the customer has no way of differentiating the difference between them and the two other guys that came out and gave them a quote for the same job. Sound familiar? Going out there constantly working, trying to get new work, especially in the springtime, right? You're out there pounding the ground, constantly chasing as many leads as you possibly can, hoping some of them lock down and become clients for you. But at the end of it, what you find is you end up in this bidding war where you have multiple people putting a paper proposal in front of a client, and the client looks at it and makes a decision, most likely toward the lower price, right? And you're thinking, "Man, why do I keep losing all this work? Why am I constantly putting all this time into it to put together proposals, to put together little designs, or whatever it might be, just with my fingers crossed, just praying that I'm actually going to get this project because I got bills to pay. I got, I got equipment that, uh, that I have lo- you know, loans on. I have, uh, payroll. I've got all that to make. It's springtime. It was a, it was a long winter." And then all of a sudden, you're putting all these proposals out, which feels good. Get those proposals out, thinking, "All right. I got my numbers dialed in. Everything's good." Now, all of a sudden, you still find that you're only closing maybe twenty or thirty percent of them, and you're thinking, "Man, wait a minute here. Why is that the case? I, I, I'm doing the best I can. I know my numbers. There's no way these other guys are cheaper than me. I don't know why I keep getting into this competitive bid situation where clients always pick the cheaper one," right? Isn't that what we all are told? Isn't that what we're always, uh, led to, to believe here in the world of outdoor living, uh, contracting, and design, is that they always go for the cheapest price? And you know what? Sometimes they're right. Sometimes clients do that. Some clients are only after the transaction. They're only after exactly what they need, want, and desire at the cheapest price because maybe they're not going to be in their house that long. Maybe it's a three to five-year play, and they know it's not going to fall apart, so what do they care? It's the next buyer of the home's problem, not theirs. So what I'm going to share with you today is a, a little secret, an idea