Let’s imagine for a moment that at your initial design consultation, your prospect actually gave you a budget number. Some of you may be thinking, “That would be awesome. Now all I need to do is design to that budget (plus or minus), and I’ll have no problem getting the project.” The rest of you are wondering, “How the heck... read more
Jody Shilan is stepping down as executive director of the New Jersey Landscape Contractors Association (NJLCA) to “focus his energies working as an industry consultant, speaker and writer on a full-time basis,” according to a press release. Shilan, an LM Editorial Advisory Board member who writes a membership-based website FromDesign2Build.com, says that under his direction the organization became “a more professional, more social... read more
Q: Do you have any ideas to help me increase my referral business? A: Most landscape contractors give their clients holiday gifts in December to thank them for their business. It’s a nice gesture, and I’m sure it’s somewhat appreciated. But let’s be honest, how many calendars, company mugs, bottles of wine or gift baskets does anybody really want or need?... read more
Jody Shilan released the dates for his three-part webinar series, “The Ultimate Landscape Design/Build Sales Process,” sponsored by DynaScape Software. The webinar dates are: 10 – Managing the Initial Meeting; 17 – Creating the Plan and Proposal; and 24 – Selling the Installation. Each webinar will be broadcast from 3-4 p.m. Eastern, with additional time provided for a question and... read more
Landscape design expert Jody Shilan gives his perspective on this tough question. Q: How do you explain to clients why you charge for your plans while other companies don’t? A: That’s a great question and one of my favorites to answer. It’s amazing to me that in 2015 we still have to justify to ourselves and our potential customers why... read more
What’s your prediction for the state of the landscape market in 2016—better or worse than 2015? Landscape Professionals Richard Bare Arbor-Nomics Turf, Norcross, Ga. “Better!” Chris Joyce Joyce Landscaping, Cape Cod, Mass. “Though 2015 was a great year, the backlog and activity going into 2016 is the strongest I have experienced since being in business.” Adam Linnemann Linnemann Lawn Care... read more
