How to handle lawn care business customer objections.
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By: http://www.Summer101.com
Do
you ever have problem customers in your lawn care business?
If you would like to learn how to deal with them better and turn them
into some of your best customers, please consider purchasing the
lawn care business program.
This
week's tip is how to deal with potential customer objections to hiring a
lawn care company.
Why pay for lawn care?
If you own a lawn care business,
you are always looking for new customers.
Sometimes, potential customers do
not want to hire a company or an individual to do their lawn care
work.
They might have a few reasons why they don't want to hire you.
Part of your job is to get them
to see they it is ultimately beneficial for them to hire you.
Think of the number of people in your community that don't yet know
the benefits of hiring your company. If you can get just a fraction
to see the benefits, you will greatly increase your customer base.
If you are in the lawn care
business, you have probably heard the reasons why people don't need
to hire you.
Some of the most common reasons I hear are:
1) I already have a lawn mower in
the basement. It's a waste of money to hire someone.
2) Hiring someone is too expensive.
3) I will just do it myself on
the weekend.
When I am faced with these
objections, I always try to have ideas for them to think about.
1) They already have a lawn
mower.
Owning a lawn mower can be expensive. You know yourself that
maintaining equipment is an ongoing endeavor. There are always
blades to be sharpened, the oil needs changing, the air filter is
clogged, the carburetor is gummed up and a bolt on the handle rusted
through last winter and broke in March. All of this is not to
mention that the weed-eater is out of line and who knows what the
fuel oil mixture is supposed to be.
Since Lawn Care is your source of
income, you maintain your professional lawn mowing equipment on a
regular basis. But, for a home owner that only mows his yard 2 to 4
times per month, it is a big hassle to continuously try to keep the
equipment running.
2) The cost is too expensive:
In addition to the reasons listed
above. Hiring a lawn care company makes economic sense. If a
customers want the look of a professionally cut yard, they will have
to buy commercial lawn equipment. Cheap lawn mowers bought from a
retail store just won't give the same cut as the commercial lawn
mowers that you have for your business. By hiring you, they get a
professionally cut lawn without the expense of buying commercial
lawn mowers.
A second answer to this is to ask them how long it takes them to cut
their own grass. Make sure they calculate the time of getting the
mower out of the basement and maintaining the mower. Also, there is
cleanup...not only of the mower but showering the grass off of
themselves and washing their dirty clothes. Most home owners will
take two to three hours to mow the yard. Now, if your potential
customer makes $15 per hour at his job, it is costing him $45 or
more to mow his own grass. If you are charging only $35 to mow the
yard, you are saving them money.
3) They will do it this weekend.
There are a few great answers to this. First of all, it is the time
factor. Surely there are other activities they would rather do than
spend the day mowing the grass. Spending time with the family,
playing sports, golf, working on other household chores, vacation,
working on the car, sleeping, etc. There is a huge list of things
homeowners would rather do than spend time on lawncare.
Don't think of an objection as a
rejection. An objection is simply the beginning of the
negotiation. If you can get a potential customer to realize how
much it costs (both in dollars and time) for them to do their lawn
work themselves, you are well on your way to having another new
customer.
Contact us anytime. Best luck with your Lawn Care Business
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www.Summer101.com
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