Selling Landscaping Projects at Your Price
NIBCO is presenting this in-depth paper on how you can get past price objections and best sell projects at YOUR price. In this paper, our industry expert Jeff Carowitz describes common pitfalls to avoid, things to say and things not-to-say, and what amount and type of information are just right.
Offering Value
One item that stands out to us is the idea of value. Value is not only the price of a job, but also includes the importance of presenting yourself, information, trust, confidence, experience, qualifications, and credentials. It takes knowing what to say about your company and your services and the things you do well and know well. On the other side, it also takes declining services you are not set up to do, as well as not accepting less pay than you know you are worth.
Budgets and Payments
Another valuable point the article makes is offering a phased approach. You can offer a certain price for customers who pay everything upfront, and offer an additional payment structure for multiple payments – maybe with a percentage added to the cost.
Jeff Carowitz presents this summary: “Get going on the path to better pricing today. Make a plan to polish up on how you present your price and your company’s value. Learn to stand your ground when you get price objections. Take action to be ready for sales success.“
