[Dale Wiley]

I am finishing up the sales process. I have asked some questions and come up with some answers and would like to get a fresh look at them and have them added to.

Under what circumstances do our typical prospects start to think about buying what we sell??

When they have a need they cannot take care of themselves.
When they purchase a new home.
When they desire to make changes to the exterior apperance of their homes.
When they have a suitable amount of discretionary income they can spend on exterior landscaping.


What things are important to our customers when buying what we sell?

That we understand what they are trying to accomplish
They receive a value for the money paid.
The process will be trouble free as possible.
There will be minimal disruption to their home and life style.


What do our customers need to know to buy what we sell?

The project will be completed in a timely manner.
The finished project will be EXACTLY what they had in mind and what we presented to them.
The project will be completed on budget and according to contract specifications.

What do you do to give customers what they want?

We conduct an intensive interview based upon our past experiences to determine what it is the client exactly wants.
The client gives us an ACCURATE budget as to what they want to spend for the project.
We accurately estimate the project cost.
We present the proposal in a clear, detailed and concise manner.
We review the clients answers to our interview questions

What do our prospects need to see to feel that they have enough information to make the best decision possible and purchase the service from our company??

An accurate proposal and presentation materials that details the exact project the client told us.
A detailed proposal that clearly defines the scope and design of the project.
References of past projects similar in scope and cost.
Evidence and creditability Items such as testominals, published items, references, pictures, video’s or DVD’s

[Mac]

Dale, I really like what you have so far. I agree that it is important to analyze these things so that you can better tailor your sales presentation.

I wanted to add to "Under what circumstances do our typical prospects start to think about buying what we sell??" that a prospect may begin thinking of our services when they see a neighbor doing a new project or when they go to a friends house who recently had a project completed.

Also, under "What things are important to our customers when buying what we sell?", I know as a consumer, I want to know that the contractor can do what they say they will.... can they make good on their promises. To that end, I think references and credibility pieces (that you also have listed elsewhere) are also important here. Credentials and possibly even insurance/liscenses are applicable here. I noticed this thought process wasn't exactly in line with where your's was going but I still think it is applicable none the less.

[Dale Wiley]

Thanks Mac... this is what I am looking for. I sure don't know all of them and I know some of you guys have great input.

Sales is all about psychology, and the more we can find out and leanr about how people think and make buying decision's, the more we will be able to both :

Design our business operations to meet the needs we find out...

and to develop a sales process that brings proftiable work in the door to help further refine the operations.

[dan deutekom]

Under the heading of
"Under what circumstances do our typical prospects start to think about buying what we sell??"

I would think that a lifestyle change such as all of the kids finally growing up and leaving home or retirement might be when landscapes need to be changed

[Lanelle]

Sometimes the desire for a big landscape project is tied to having a 'big event' at the home such as a wedding or family reunion. Finding out the timing for that and determining if you can manage to finish without working crazy hours is critical. Sometimes the desire is just a shift in priorities, of wanting to spend more time at home and entertaining at home instead of going out.