Landscape and Irrigation is read by decision makers throughout the landscape and irrigation markets — including contractors, landscape architects, professional grounds managers, and irrigation and water mgmt companies and reaches the entire spetrum.
Issue link: https://read.dmtmag.com/i/182361
Upselling Techniques that Work Know all of your products and services The more you know about your products and services, the more you can add value to them while selling to customers. Let the customer know how those things can to enhance the value of their hardscape project. Get to know your client Talking to your client and learning his or her interests will help you turn a small sale into a bigger one. Be sure to listen and pay attention to your clients. Notice what they touch, pick up and talk about, and use it to suggest other items. Also, listen to the customer's needs. Above Left: An example of a random paver pattern. Above Middle: Using multiple levels to define space adds dimension to the project. Above Right: The fireplace is the centerpiece for this outdoor living space. 5. Kitchens, fireplaces and grills Adding outdoor elements such as a kitchen, fireplace or grill can extend the livable area of a home and add property value. When suggesting these types of additions to a project, consider the style of the client and the neighborhood. An outdoor grill may be more fitting than an elaborate kitchen in some cases. Also consider how the space will be used. Will there be all-season gatherings with family and friends, or a convenient area for occasional barbecues? 6. Seat walls When entertaining, there never seems to be enough seating in a patio area. Sitting walls are a great way to define and enhance the look of an area, while adding extra seating when entertaining larger crowds. The addition of seat walls to raised patios is relatively straightforward. Remember to always adhere segmental retaining wall cap units when used in free-standing applications such as seat walls. 7. Lighting There are many types of lighting fixtures with prices to match budgets. Select fixtures compatible with the architectural style and landscape. In phased construction, install ca- Many clients have plans for projects that are larger than their budget. You can still upsell using a phased construction approach. The concept of a phased approach to construction following a master plan is becoming more commonplace. www.landscapeirrigation.com Don't be pushy Don't try to talk clients into to something in which they have no interest. Don't be shy about recommending items of value to the client, but don't get carried away with too many choices that might cause them to back away. You don't want an overwhelmed and confused customer. Put it in writing Clarity in a proposal goes a long way. A proposal defining the major components of your company's work can save time and frustration. Clear communication goes a long way and makes a customer happy. Be reassuring It is important that you reinforce your client's purchase at the end of the sale. Show photo examples from your project portfolio to build the client's confidence on your suggestions. Say something like, "I know you're going to enjoy this feature." At the very least, you'll avoid an unhappy client who has second thoughts about their choice. At best, you could win referrals and repeat business. Get certified Having an ICPI Installer Certification or a Paver Installation Company Accreditation can help create a sense of security with the client. An industry certification can help assure them that their project will be installed according to industry guidelines. Accreditation demonstrates that your company adheres to business and industry practices. Landscape and Irrigation 13