You have certainly heard Einstein’s definition of insanity…
“The definition of insanity is doing the same thing over and over again and expecting different results.”
So true, right?
So I am curious why lawn and landscape business owners do not think this definition applies to them and their businesses.
Year after year, season after season the same mistakes are made over and over again. Nothing changes, nothing improves, nothing gets better.
But they keep on keeping on.
Is it because they hear and read others doing the same thing so they assume they are on the right track?
If you are not happy with where you business is right now, wouldn’t it make sense to make some changes? Do things differently? Try a different approach?
Don’t be “insane”…
You want new customers, more work, more money. You advertise, you receive phone calls, you meet new people, you give estimates, you sell yourself and your business.
You hope that a certain percentage of those leads turn into paying clients.
This is business.
But once your business is established and you have a client list of people you service regularly or people you have serviced in the past, up-selling will save you a lot of time and potentially make you a lot more money.
These people already know you. They know how you work. They trust you. They like you. They are already spending money with you.
You should constantly keep your eyes open to find new services to sell to your existing clients.
And you should constantly remind your existing clients of all of the services you offer because chances are they are not aware or did not remember.
The phone has to ring and the email box has to fill up for you to grow your lawn and landscape business.
No leads means no work, no work means no money, no money means… It’s time to get a job.
Maybe you do not have a lot of money to spend however. What can you do?
If you are willing to spend the time, here is a quick run down of how you can grow your entire business or even a portion of your business with only $200 to spend.
1.) 200 targeted direct mail letters in #10 envelopes with first class stamps ($100)
2.) 1,000 door hangers ($25)
3.) 2,000 attractive, multi-colored flyers ($75)
Yes, it will take some time to create, address and stuff the envelopes and it will certainly take some time to pass out 1,000 door hangers and 2,000 flyers, but if you do not have a lot (or any) money to spend and you want your business to grow, this is one of the ways you can make it happen quickly.
I provide coaching services for lawn and landscape business owners. I have been doing this for close to 15 years now. Recently I have devoted more of my time to work with business owners and there is something I notice far too often with lawn and landscape business owners…
They know their business needs help, they know things need to change, they know that mistakes have been made and they know they need to do something about it, but they have this weird belief that the best time to fix it is “this winter”.
I cannot begin to count how many times I have heard the following…
“Things have not been going well. I need to make a lot of changes and improvements but I am going to wait until this winter to do what needs done.”
If you are reading this and you have said this to yourself, I am telling you now that waiting is a mistake. I know that during the season you are much busier, but if you don’t stop what you are doing immediately and start to make the needed changes, more time will pass, more mistakes will be made and it will be that much harder to get things pointed back in the right direction.
Now is as good a time as any. Get to work.
All of the business owners I work with as a coach have heard me say many times…
“Your job, first and foremost, as the owner of your company is to make the best decisions possible at all times, even if they are unpopular, make someone else feel bad or even make you feel bad.”
This is business. This is not about making friends. It happens too often when hiring people.
You should always try and hire the absolute best “person” you can afford. Notice I emphasized “person”. Experience and resumes don’t matter as much as they used to. Now it is about finding someone with the right attitude who will show up every day and do their job.
It’s becoming increasingly difficult for people in our business to find people like this.
What hasn’t changed unfortunately is people in our industry hiring the wrong people for the wrong reasons.
I’m all about giving people a chance, but if someone strolls into your office with a criminal history, they are a recovering addict and they have had 4 jobs in the last 2 years, chances are they are not going to be someone you should hire.
You are not in business to help people get back on their feet or rehabilitate themselves.
Use your head.