Slow Release Fertilizer Services – Selling Slow Release Fertilizer Services by Building Value
Want to sell more slow release fertilizer services? Slashing your prices and throwing money at potential customers really isn’t the best option.
Try to think of it this way. First, you must impress upon the customer that he does indeed need lawn care. Let him do the talking. You must become an expert at listening. To start with, ask powerful questions which are open ended. “Let me ask, what did you like most about your lawn last year?” Next, try to find out who handled their lawn care last year. Did they do the work themselves or use one of your competitors? If they used a lawn care service, don’t say anything negative about them. If they did it themselves, you might mention the time it took away from doing other things they liked to do.
Briefly explain the facts about why your lawn care services and products are far superior to your competitor. For example, the customer may have been with company XYZ which used a quick release fertilizer on their lawn. Explain to them that a quick release fertilizer will last on their lawn for only a few weeks. Explain to them that in that time their lawn will be overfed with nourishment. Basically it would be like having an all you can eat buffet at the beginning of the week, and then not being able to eat for several days after that. Tell them that’s why the lawn looked so very green and lush in the early spring, and quickly lost its healthy look within short time. The customer may also confirm this by telling you he had to mow his lawn quite often. Now tell him about your special slow release fertilizer. Give him the facts, and do so briefly. Pause when possible to ask if he understands.
Next if possible, try moving to a powerful analogy. Paint a picture in their mind for them. Connect that picture to family, friends, home, hearth and loving memories. Now, tell the story in the future tense. “John, just imagine it is a lovely holiday weekend in the summer, and all of your family are going to be present that day. You’re sipping your coffee on your deck and smiling at your gorgeous, lush, green yard. It looks much like a high class golf course somewhere at a tropical resort in Mexico. You feel like you have won the lottery of lawn care. And, why shouldn’t you feel that way? John, with us out there, you’ll see a full, green and attractive lawn.”
Listen for the reaction of the customer. Pay close attention for buying signals. There’s no need to continue on with a sales pitch for your quality slow release fertilizer product and service if the customer has already shown great interest. Move right to the closing sales pitch.
Offer him two positive choices: your standard fertilizer service or your premium fertilizer service. Explain the strengths of both programs, and let him make the decision. Elaborate on your price and do the math with him. Do not compromise on your price. Explain you are a quality company which maintains equal prices to all. It is best to offer your customer payment options of a credit card over the phone or a check in the mail. Furthermore, offer any current discounts or incentives that you are running at that time.
Don’t forget to counter the customer’s negative replies! No one in the lawn care business ever gained success by accepting a negative answer. Come back with cheery, positive counter replies. Don’t give up! Build the value of your excellent slow release fertilizer and keep creating an amazing visual picture of what your lawn care service will do for the customer. Then, close the sale. If you follow these lines of thinking, you will have a chance for the best success in regards to selling your slow release fertilizer product and services. Also remember to thank the customer for his new business and tell him you look forward to seeing him on his property.
