The world of landscape sales is changing at a rapid pace and as the saying goes, if you aren’t moving forward, you’re falling behind. Sales 2.0 (or modern sales) is moving landscape sales forward by getting away from outdated interruption-based sales tactics—namely, cold calling and mass mailing. These older sales methodologies hinge on the idea that by casting a wide net with your sales approach, you’ll hopefully reach prospects who might be interested in your landscape business services. These sales typically drive down profit margins as they are related to a “need,” but just a competitive bid. But Sales 2.0 is all about using Web 2.0 technology, tools, and social media in order to find the customer with a “need” and be more effective in sales. It’s an approach that works hand-in-hand with Inbound Marketing which aims to move marketing efforts forward in a targeted, non-invasive way.
Why is Sales 2.0 so important?
Well, mostly, because it works. You probably already know that the volume cold calling or any other mass-market sales approach is entirely hit or miss. If you’re still using these landscape sales techniques, then you’re probably putting in a tremendous amount of effort for very little reward.
Today’s digital environment offers so many new and exciting ways to reach your customers and are proving to be even more effective due to their ability to truly target prospects who want—and NEED—your services. But just as these tools are at your disposal, your prospects have access to them too. You can be sure that they’re doing their research before ever actually letting you know they’re interested. That means they’re browsing your website and reading, listening, or watching the free digital content you’ve produced. They’re also connecting with peers to seek recommendations—or even reading reviews from people they don’t know who has used your landscape services. If you’re not prepared for this, there is no way that you’ll land the sale.
That’s where Sales 2.0 comes into play. By moving your sales efforts into the digital age, you’ll be ready. That means reaching more of your prospects where they’re at and therefore connecting with them on a more deep and meaningful level. You can control your online presence and decide what your prospects will learn about you. In the end, that translates to more sales.
Harvester Chris Darnell
If closing sales in the digital era feels as though it eludes you, you’re not alone. In a day and age where it’s nearly impossible to get valuable face-time anymore, even the most successful “closers” in the Landscape and Snow Removal Industry say they’ve had to adapt their strategies to succeed. Of course, keeping up with the everchanging digital environmental is no small feat. On top of all of the other responsibilities, you have in running your business, developing a sales and marketing strategy that is adapted to the newest technology—and will be able to reach clients of younger generations—may sound downright overwhelming.