In my last e-newsletter (sign up here) I talked a little bit about sales in the landscape industry. I really don’t think that “sales” is a great word, as it implies that we are the ones causing someone to purchase, that if we push hard enough that we can convince someone to give us their hard-earned money. Instead, I prefer to take the view that we are here to help people solve a problem, or reach a goal. We are on the same team, and together we will reach a solution.
How to you position yourself that way? Well, it’s not that complicated, really. I call it “being a human.” How about that? Just “be a human.” That is, instead of turning into a “sales machine,” you actually treat people like, well, people. And carry on actual human conversation! You can talk about the big game last night, the weather, an upcoming vacation, their kids, pets, or anything that has nothing to do with the landscape, or with whatever you want them to buy. Pretend you just met at a social function and begin there.
People buy from people they like and from people they trust. Be likable. And give trustworthy advice. Be a human.
That was the topic of the last newsletter. Actually, the topic was Etiquette, but it’s all the same thing. People absentmindedly do things that can sabotage a business relationship (answer the phone in the middle of a face-to-face conversation, for example). I listed a few things. In response I got some good feedback and a couple other suggestions. For example:
- Don’t sell your idea to the client until you find out what the client is looking for.
- Don’t offer your hand for a shake first if the client is a woman; she should put her hand out first.
- Take your hat/cap off
- Don’t smoke
- Don’t wipe your nose (and then shake hands)
