It's been said that selling is all about building relationships. Whereas that can certainly be true in a business-to business environment, it is very rarely true in a business to consumer environment.

Don't over-promise your lawn care services

While we're talking about current customers and lawn complaints, think about how expensive it is to acquire a new customer. Customer acquisition costs can be anywhere from $50 up to $350 or more.

If you receive a lawn complaint or a question, follow-up immediately. Guarantee your client's satisfaction with your service. Unhappy customers have a way of taking more business away when they leave.

While we're talking about current customers and lawn complaints, think about how expensive it is to acquire a new customer. Customer acquisition costs can be anywhere from $50 up to $230 or more.

Do whatever you can to save a good-paying customer. And one of the easiest ways, is calling them on a regular basis. One of our lawn care clients calls his customers after each and every application, just to be sure they weren't having any problems.

Price objections are not always price objections. A price objection usually means that you haven't successfully communicated the value of everything they'll be receiving with your service. Listen carefully to what the prospect is saying when they say, "No thanks, it's too expensive. I can get Billy Bob's Lawn and Critter Control to do it for $20 less." Know what your competition is doing and how much they're charging and for what.

Get estimates from your competition. Can you justify your rates compared to theirs?
How can they be doing the same thing you're doing for $20 less per application? Know and understand the answer to that question so you'll be able to defend yourself and your lawn service without being negative about Billy Bob's Lawn and Critter Control. In fact, never say anything negative about your competition.

"I understand Billy Bob's been in business for a little while now and I hear they are doing great for a new company. I know it's difficult. We faced many of the same challenges twenty years ago, but it must be even harder today with all the government regulations in place. I know we've had to send our staff to five different classes just to keep up on all those new environmental regs. Do you have any pets that play in the yard?"