SALES
Boost Your Business by Selling Phased Projects
By Joe Raboine
Heading into winter , landscape contractors and business owners can take a breath and prepare for next year ’ s busy season . The industry has shifted , with more market uncertainty across the board and homeowners spending more cautiously than in years past . According to the Fixr 2024 Outdoor Living Trends Report , 70 % of professionals agree that an updated , usable outdoor living space has a big impact on home value . In addition , homeowners are willing to spend a quarter of their home improvement budget on outdoor living spaces . However , those budgets may be smaller than they were before . The good news is that through selling a phased approach , contractors can secure the immediate business and sell a larger vision at the same time , demonstrating to the client that they don ’ t have to jump directly into a big investment . This allows contractors to meet their business goals , while building a pipeline for future projects .
Understanding the homeowner ’ s vision
Understanding the client ’ s vision begins in the sales consultation . Investing in an outdoor living project is an emotional and personal decision for a homeowner , so this first meeting is critical to understand the “ why ” behind their project . Do they want to create a relaxing sanctuary or an impressive outdoor kitchen for entertaining . Understanding their wants and needs is key to meeting their needs in the long term .
This conversation also presents the opportunity for you to share ideas on how they can grow their vision in the future . For example , perhaps the client initially requested a small patio with a fire pit . As you learn about their ideas , you can suggest larger projects , such as expanding the patio and adding a built-in grill or a seat wall with planters . These conversations bring two key benefits . First , you can demonstrate that the sky is the limit when it comes to outdoor design . Some homeowners simply may not realize all the possibilities . Second , you can demonstrate that the client can create a foundation for their future , while also executing their current , smaller-scale project . Present the full plan in a phased approach and quote it that way . The client can fully process how their space can reach its full potential .
Start small , but think big
While covering the initial project request , you can also discuss low-entry add-on features that make a big impact to an outdoor space . Additions like lighting , firepits , heating elements or water features can improve the project and boost the return on investment . Discussing these with a client or , even better , showing them via augmented-reality renderings , gives them even more ideas of how they can elevate the space and make it more functional .
A key messaging point for the homeowner is around the efficiencies in labor and project timelines . It is much easier for your crew to add these items to the project while you are working on the core scope , instead of coming back later . It also reduces the overall amount of time that their home or property would be disturbed if
See Sales , Page 30
28 OPE + December 2024 www . OPE-Plus . com