In a growing business, there are many challenges. One such challenge is putting together forms and manuals that outline new processes and procedures in the company. Not just the putting together of the actual forms or manuals but getting a working system in place is difficult. It is very important that as your business grows, […]
Lou Holtz once said, “You’re either growing or you’re dying.” That quote has resonated in me for a long time. We must remain ready for growth and change. The second that we start maintaining or succumbing to the status quo is the moment that we are setting ourselves up for failure. We know this already; […]
On one level, the response is a sign of the times. People are angry, disgusted and even resigned to the fact that we as consumers get the service we settle for. As many of you pointed out, numerous factors have contributed to the current state of affairs. There is no question that customer desire for […]
The role of Account Manager in the landscape industry is a Critical Path function. Account Managers are the only job roles (other than the Owner / President, Division Manager / Branch Manager) that touch and require proficiency In ALL the Primary Segments of your Business. Overall Management and Organization Operations Marketing and Branding […]
Whether we realize it or not, each of us contributes to “word of mouth” advertising every day. And one of the key factors in word of mouth advertising is follow through. When we create an expectation for a client we need to follow up and be sure the expectation was met. When we follow through, […]
In sales there is a universal axiom that sales trainer Brian Tracy calls “The Law of Six”… …It states: “Clients really have no more than six objections to owning your product or using your service.” You may hear what seems like countless objects to sales during your career. However, if you categorize the objections […]
The notion that we can be excellent at anything can prompt passionate debate. On the one hand, it’s empowering and inspiring to believe that excellence is within our reach in any area to which we devote ourselves with sufficient diligence — something the researcher Anders Ericsson calls “deliberate practice.” Just think of how many movies […]
The New Year is upon us. We’re at the time-frame where companies begin to focus on year-end business prep and goal setting for the upcoming year. This time period is crucial to your business and will make a difference on your bottom line, efficiency and even your employee’s morale. As you prepare for the […]
Here are the six basic steps for handling objections or addressing questions and concerns. The system was popularized by the renown sales trainer J. Douglas Edwards. If followed it will almost always work in your favor during the objection process. Step 1. Hear the objection out. […]
Client complaints are, from time to time, a fact of life. Complaints that are handled promptly, graciously, and effectively can become opportunities to build client respect and loyalty. Complaints don’t have to be a win-lose proposition. Handle complaints right, and both you and the customer can win. Turn complaints into compliments by […]
