Selling: Four steps to complete on a first visit to a prospective client

Updated Mar 24, 2023
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It's almost spring and you are likely starting to talk to more prospective clients. You know that the first visit to their property is critical. Here are four steps that you should plan to complete in order to see success.

1. Know the property and the project 

Check out the site that you are visiting using your mapping software. Once you arrive, take a look around the site prior to meeting your client. 

  • Photograph or highlight areas for conversation.
  • Take notes of your observations. 
  • Pick out potential areas for improvement. 
  • Note highly visible areas of the property.

2. Review the specifications

It is optimal to review the specifications before the meeting if possible...but you can also go over them with the client to ensure that you have accurate information for your proposal. 

You should be able to answer all of the following questions after reviewing the specs.

  • What are their objectives?
  • What are their problems?
  • What is their budget?
  • What services are being provided?
  • Who are they using now?
  • What is their degree of interest?
  • What services do they desire?
  • Are they satisfied and what would they change?
  • Who else is involved in the decision? 

3. Target the work with examples from similar projects

To build confidence in your prospective clients, show them that you've completed similar work before. This might include showing them photographs of similar or nearby jobs. You will also want to provide references from similar or nearby projects.

4. Focus on your ability to manage their site

Review the work process that you'll provide. Also, go over the accountability forms and find out what you can do to make prospects' jobs easier.

Make sure that you've put together the following forms and processes to demonstrate that you're ready to go.

  • Start-up checklist
  • Landscape management form
  • Irrigation report
  • Site inspection
  • Quality evaluation
  • Client survey

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