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Sales and Marketing Lessons from MAHTS

Sitting in seat 8C, flight 1757 from Philadelphia to Milwaukee, I’m making mental notes from the previous two days at MAHTS. Quite a few hot branding irons of ideas that need to find my squishy grey matter before they...

Open Letter to Service Magic

Dear Craig Smith, CEO of Service Magic, Whew. It’s 2011. Wearing my business owner’s hat, I’d like to think we’ve weathered the worst of the economic storm. That the slowest of the slow times, when we’d wonder if the...
10 Reasons To Use a Landscape Plan When Selling

10 Reasons To Use a Landscape Plan When Selling

Q: How many landscape contractors does it take to bid on a project? A: As many as the client wants. If you are like many design/build contractors, you may think of a landscape plan as an unnecessary expense that...
Why Incentives Backfire…And How To Avoid It

Why Incentives Backfire…And How To Avoid It

By Jeffrey Scott Incentives are used to motivate employees AND clients. Yet incentives can backfire. If you look at Wall Street traders and execs, you can see clearly that their motivation got the better of them. But this problem...
The Swag Alone is Worth the Price of Admission

The Swag Alone is Worth the Price of Admission

This time of year, I thank God for seminars. You know, the all-day events where you get pummeled with data on the latest, greatest concrete segmental retaining wall units or the methods with which to install ’em.  The ones...

Client Red Flags

Here is an actual email I received today: I am interested in possibly scheduling an appt. with your company. We have a large lot and have been here for about 4 years and the weeds are overwhelming us. I...

Client Red Flags II

I’m feeling like the guys Wesley Snipes and Woody Harrelson played against in White Men Can’t Jump.  You know, the ones who were saying “This is too damn easy!” when they were dunking over their opponents in a 2-on-2...

Red Flag: When Client Wants To Change Contract Terms

Things were moving along too easily.  We had our initial meeting, where the client had provided copies of two different (self-made) designs for a patio he wanted built.  You know how sometimes you just click right away with clients...
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