Up-sell, Cross-sell
A Landscape Maintenance Company can offer to add seasonal flowers to the landscape for a discount or provide discounts on extra
services—weeding, fertilizing etc. This can be done at the time of purchase or introduced as the problem arises (even if they originally said no)
or where snow is an issue, offer to do snowplowing for discount as part of being a loyal customer.
Referrals
Here is an example of combining both neighborhood referral systems: A landscaper is really a random purchase type business. Most people
will do their landscaping in phases. Perhaps they do the front yard and then decide to do the backyard. Then later a patio. Then each year a
few bushes here, add some flowers over there etc.
Note: They can apply the neighborhood program two ways: 1) They can get testimonials from their satisfied customers and send a letter to all
the neighbors 2) They can notify the neighbors, when they are either coming in to do an installation or when they are just doing a small
planting, that they will be at the Jones’ house on Friday and can offer a 20% discount if they do the work that day. By the way, do you have to
offer a discount? No. I suggest you test both. In the above example, the neighbors may be more than willing to pay regular price if they can get
the work done timely.
Expanding Customer Purchases
A landscaper may educate the customer on the “Top 10 Landscape Secrets for Protecting Your Investment”. This may detail what to look for in
a landscape maintenance company. They have laid the groundwork for the future when the timing is more appropriate.
Compelling Incentives
If you know that someone just bought a new house in your demographic targeted area, then you could put a “Free Landscape Design Offer
Inside” on the outside of the envelope. The actual offer could be conditional. That is it is free if you meet with the Landscape Company.
Package Synergistic Products/Services
A landscape maintenance company, located in Minnesota, could offer an “Annual Package” deal that includes landscape maintenance, snow
removal, and tree trimming – thereby ensuring that they also get the snow and tree business as well.
Offer “Up to X hours or Visits per Year” for a discounted price.
Landscape Maintenance