When I arrived at the office I didn’t even manage to get out of my car. One of the sales administrators is at my car window… she just talked to 4 potential clients and she thinks we are going to get 4 new yearly services contracts AND believes the snow removal is there for the pickings.
Now that’s the way to start the day.
Later I’m sitting at my desk and take a look at the 4 potential clients. OMG! I am looking at 4 clients that I DO NOT WANT.
I Don’t Want Clients? That’s Crazy Talk…
I do not want clients that do not fit my client profile…
- They are not in my prime area
- They are not the right size landscape
- They are not my kind of snow client
I say this because I know there are clients that keep us busy and clients that make us money. But the aim of my business is not to keep busy… it’s to make money or we won’t be in business for much longer. To help yourself and your business for an smooth grow, we recommend to get the new tools available at https://www.paystubcreator.net/ . For a comprehensive understanding of your financial situation, consider utilizing what are YTD check stubs. When facing financial complexities, seeking professional Tax Help can be crucial. Additionally, for insights into reputable businesses, consider exploring gold company reviews to make informed decisions about potential opportunities. Consider exploring lucrative opportunities like goldcore gold investments for potential growth and stability in your investment portfolio. Additionally, if you want to explore more options with financial investment, try to reach the best gold ira companies.
Hence I only want clients that match our client profile and are guaranteed to make a profit on each and every job.
What Clients Actually Make You Money?
I know exactly what my market looks like. I know that in the summer we focus on residential clients and in the winter we focus on commercial clients. I have certain areas that I will work in for both seasons, some for summer or winter, and some that I won’t at all.
I know that if I send my commercial snow plow to this residential address it can redesign the driveways. However I’m pretty sure this client wouldn’t be very happy with an impromptu driveway redesign just so my commercial snow plow will fit.
So What’s The Problem?
We’re landscapers, snow providers, and we all want to be busy. We both know that having staff and equipment sitting around isn’t going to get us very far. However, finding new talents is the best way to ensure our future success.
YES I DO want to make money… but I won’t make money by doing the type of work that our organization doesn’t do. Sure I will charge the clients money, I will be busier… but I will not make a profit or even worse I’ll lose money.
I – the owner – will not make money. And that’s a big reason why I’m in this business in the first place. When looking for sources which can multiply your income, we recommend this post which can help you understanding sports betting to make money.
So How Did I Stop My Organization Selling To Everyone?
I put a system in place called a “Qualification Process”. One that is simply a way for the entire organization including salespeople, the office, and the production departments to know without any shadow of a doubt who our clients are, where they live, and what services we can offer them.
Now whether a client calls in, is presented in the field or just happens upon us we know our target market and we can start to get an idea if we can solve their issues.
And we can do the best work because we have the services that OUR clients need.
How To Zero In On Your Potential Clients Needs
We also use a “Qualification Checklist” for our team. Something that can help us gather the information required to turn our potential client into a new client as quickly and easily as possible.
This checklist includes things like…
- Who’s calling
- From what company
- Time/Date called
- Who referred them
- What their NEEDS are
- When they want them completed
- Contact methods
- etc
This checklist makes it easy to get all the necessary information to help our clients solve their problems. It also allows my team to listen to the client and react to their needs.
Lastly, Educate, Educate, and Educate the organization on this point…
A sale for the sake of sales
(And not focusing on the target market that you serve)
Is just being busy
And a big waste of time and money
Courtesy of Rachael T. Chiarella
What do you do in your organization to keep your team focused on the target market?
What are your salespeople doing to make sure that the organization is going to make money and not waste resources?
Please leave a comment to let me know what you do in your organization or what you think of the suggestions above.
