What Do Clients
Really Want?
14 Landscape and Irrigation June 2014 www.landscapeirrigation.com
I
n the early days of my landscape consulting business,
I tended to charge into problem-solving minutes after
my arrival on the site, but this was alienating to my cli-
ents. I learned that a relaxed conversation needs to take
place, one that is strategically designed to get at what
my client really wants. Asking the right questions is a hugely
important part of that interaction; I pose many questions, but
there are three that I find most critical.
The first three Qs
1) "What do you want your garden to do for you?"
I find out the uppermost three or four things they want
their garden to provide: privacy, beauty, a sense of place,
food for wildlife, food for humans, invigoration or relaxation,
exercise/a garden to tend, increased property value, healing or
remembrance, cut flowers, and so on. We horticulturists and
landscapers think this way routinely, but our clients may not
Client Relations
By Michelle Sutton
The importance of asking the right questions
Below: What do our clients want their gardens to do for them? This garden provides a gentle sense of separation and privacy between neighbors. Photo by Michelle Sutton