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  duncan ross November 25, 2011 at 2:54pm

  Isn't it amazing the variation in costs that potential customers think they will have to pay for a landscape project. When I come across a customer who's plans may not match their budget, I use the kitchen installation analogy, which lets face it they are more likely to have already had done than employing landscapers. You can pay a little for a basic package, but when you set your heart on a bespoke plan, with quality accessories, the price inevitably goes up, and a quality installation will last and give years of pleasure, while adding value to their home. I find it allows them to appreciate how a realistic budget is achieved with a subject they are more familiar with, through their own or friends experiences. However being straight is absolutely essential, it then routes out the time wasters & should give the customer the feeling that here is a person I can trust. I find that the established contractors get invited out to quote first, so its they that have to drop the bomb shell on costs. If you have made the right impression on that first meeting, very often you are called back once the customer has met with other contractors & realised that alot are not up to much. If you keep talking to them, you are still receiving information from them so you are more likely to get the contract. If the customer remains cagey on budget, I sometimes use " give me a budget between x and y and i will show you what can be done for that". Sometimes the original budget returns when they realise that they could not get what they wanted with the smaller budget. I do not mind within reason how many times I have to re-quote for a job, as basically they are asking you to do it once they can settle on a scheme they can afford. Always be friendly and happy & at the end of the day you win some & you loose some, but my approach gives me a massive conversion rate.

  regards

  Duncan @ gardendesignco.com
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  Phil Stovell November 25, 2011 at 3:00pm

  Great feedback people! Thanks very much.
  
  duncan ross said:

  Isn't it amazing the variation in costs that potential customers think they will have to pay for a landscape project. When I come across a customer who's plans may not match their budget, I use the kitchen installation analogy, which lets face it they are more likely to have already had done than employing landscapers. You can pay a little for a basic package, but when you set your heart on a bespoke plan, with quality accessories, the price inevitably goes up, and a quality installation will last and give years of pleasure, while adding value to their home. I find it allows them to appreciate how a realistic budget is achieved with a subject they are more familiar with, through their own or friends experiences. However being straight is absolutely essential, it then routes out the time wasters & should give the customer the feeling that here is a person I can trust. I find that the established contractors get invited out to quote first, so its they that have to drop the bomb shell on costs. If you have made the right impression on that first meeting, very often you are called back once the customer has met with other contractors & realised that alot are not up to much. If you keep talking to them, you are still receiving information from them so you are more likely to get the contract. If the customer remains cagey on budget, I sometimes use " give me a budget between x and y and i will show you what can be done for that". Sometimes the original budget returns when they realise that they could not get what they wanted with the smaller budget. I do not mind within reason how many times I have to re-quote for a job, as basically they are asking you to do it once they can settle on a scheme they can afford. Always be friendly and happy & at the end of the day you win some & you loose some, but my approach gives me a massive conversion rate.

  regards

  Duncan @ gardendesignco.com
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  duncan ross November 25, 2011 at 3:03pm

  I have tried that approach & while it does get rid of the total time wasters you can also miss out on a genuine  enquiry.  I find the experienced guys get called out first, so if the customer doesnt call you as they perceive you to be expensive, you may miss out altogether. I want "to be in it to win it" and seeing people face to face is invaluable. Ask good questions, look at the fixtures on the house like kitchen, doors etc & come to the conclusion "are these people who invest in quality", if you see lots of B & Q bags ........walk away quickly.
  
  Paving & Landscape Co. said:

  I believe its important to give an idea of costs involved on designers & contractors website. I've done this in the past and will do again when I revamp my website.

  For an example- Small town garden, tight access, 30m2 granite paving, specimen planting, water feature- Cost in region of £12k.

  So from the first port of call, your prospective clients would have already viewed your website and have an idea of costs involved for their project.