Download - Ed Laflamme
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Double Your Profits
by
Selling Enhancements
Ed Laflamme
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$ 40.00 Friday
$ 100.00 Monday
Ed Laflamme
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What Are Enhancements?
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Benefits
1. Increased Sales
2. Greater Profits
3. Loyal Customers
4. Competition Out
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Increased Sales
Builds Relationships
Leads To Trust
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How Do We Build
Relationships?
• Residential
• Commercial
Ed Laflamme
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Walk The Property
Oscar Stone – 2 Q’s
Bill Arman – 15,000
IBM
Indiana Client
Ed Laflamme
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Question
Listen
Question
Listen
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Establish the Customers…
1. Quality level
2. Desire
3. Budget
4. Pace
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Why Do People Buy?
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Purpose of the Walk
1. Educate
2. Suggest
3. Recommend
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Educate
1. Safety
2. Curb Appeal
3. Water
4. Longevity
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Suggest
1. Re-design
2. Replace
3. Create
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Recommend - Suggest
1. Improve - GE
2. Spray
3. Deep Root
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Why Don’t Landscapers
Sell More Enhancements?
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People
Planning
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People
Lack of Talent
Not Enough
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Planning
Macro/Micro
Labor & Material Matrix
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Increased Profits!
1. Sell - Higher Margin Work
2. Higher Prices
3. Less Cost for Sale
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Loyal Customers
1. Shows You Care
2. Consistent Quality
3. Satisfied & Happy
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Competition
– Happy Customers Don’t Bid
– If You Lose Job They Will Return
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Review
How Does it Increase Sales?
Why Higher Profits?
Why Loyal Customers?
How Does it Keep Competitors Out?
The Bonus???
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What is Needed?
Discipline
Planning
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What I Want You to Do
Plan
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Questions?
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Can You Double Your Profits?
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