The world is Online•Clients will “Google” you before contacting the company•Have you ever googled your own company?
Website up to date?• 10 minute review once a month• Keep information current• New photos or videos• We can help!
Update Facebook• If you don’t have a company page, get one!• Keep fans updated with current posts• Custom cover picture• Albums of finished work and progress of current jobs
Facebook Interaction• Ask fans/clients for input• Have them post something about their project and a photo of the finished product• See something on a Manufacturer’s page repost it for your followers
Before the Consultation• Is your vehicle clean?
Before: Checklist Items• Clean pants & company shirt?• Keep an extra clean shirt in your vehicle. 9
Before: Checklist Items• Prepared with pad of paper & pen? 10
Before: Checklist Items• Camera to photograph site? 12
Before: Checklist Items• Portfolio with ideas and past projects? 13
Before: Checklist Items• How about past job photos & videos on iPad? 14
Before: Checklist Items• Contract: just in case the job can be quoted on-site & closed! 15
Now you are Ready• So you’ve prepared your website.• Facebook is up to date.• You and your vehicle are clean.• You have all the tools you’ll need on the consultation.• The phone rings and Ms. Johnson wants you to do some work for her.• To charge or not to charge? 16
Mail Ahead? Consider mailing the Inspirations Folder ahead of time so the customer can review the options and watch the DVD.
During the Consultation• 1st: Ask to see the space• 2nd: Sit down to show ideas• They might know exactly what they want or they could be looking for your professional advice
Use Inspirations Folder• Use these to educate the customer• “Why” Flyer• “FAQ” Flyer• Inspirations Booklet• Inspirations DVD• FREE to you!
Water Attracts• Water attracts your senses.• When you have family & friends over, guess where they’re inevitably going to gravitate and congregate?• Moving water is mesmerizing and peaceful to look at.• Feels good, doesn’t it?
Cocooning• Why not bring “Up-North” to your backyard?• Some of our favorite memories are of sitting around outside near the water.• I can hear the cascading waterfall already!
Tranquility & Peace• Put down the cell phone, walk away from the television, and immerse yourself into the wonderful world of water features.• Grab your favorite drink and retire to the patio and soak in the peacefulness of your water feature.• It’s the Zen thing to do!
Good Investment• Every new water feature hobbyist tells us that the money they invested into their water feature was the best money they ever spent.• What is peace of mind worth to you?• You’ll be happy to know that an investment in your landscape is the best and most cost effective way to increase the value of your home.• I like the sound of that!
Review the FAQs• Review the Frequently Asked Questions flyer• What type of water feature is best?• What size is best?• Will it take long to maintain?• What is the cost?• How long does it take to install?• Can I have fish and plants?• Do I need to winterize my water feature?
Ceramic Vase FountainsWho should choose aCeramic Vase Fountain?Homeowners, Renters, you name itbecause Ceramic Fountains are portable,easy to install and deliver a soothingsound of water.
SpaceThe small size of a Ceramic VaseFountain means you can build and enjoya beautiful fountain anywhere in youryard- front or back! You can create onein as little space as 16” x 16”. These aregreat on patios and decks too!
CostThe typical Ceramic Vase Fountain willrange from $1000 to $2000 dependingon the type and size of the ceramic vase.Operating costs are also less with thisstyle of water feature because thepumps are often smaller using lesselectricity and can be set to a timer andonly operate it when you are home.Wholesale Cost: $500-$1000
MaintenanceTaking care of your Ceramic VaseFountain is easy. Filling the reservoirevery few weeks to compensate forevaporated water is all that’s required.Or you can install an automatic fill valveand eliminate virtually all maintenance!
Rock Column Fountains Who should choose a Rock Column Fountain? Anyone seeking a larger bubbling rock system that will offer more sound than a single element.
SpaceThe Rock Column Fountain systems willrequire about a10’ x 10’ area. A smaller areacan be accommodated but moresplashing may occur.
CostThe typical Rock Column Fountainsystem will range from $3000 to $5000depending on the column sizes chosen.Operating costs are also less with thisstyle of water feature because you canset the pump to a timer and onlyoperate it when you are home.Wholesale Cost: $1100-$1800
MaintenanceTaking care of your Rock ColumnFountain system is easy. Filling thereservoir every few weeks tocompensate for evaporated water is allthat’s required. Or you can install anautomatic fill valve and eliminatevirtually all maintenance!
Bubbling Rock Fountains Who should choose a Bubbling Rock Fountain? If space is lacking in your yard and you simply want the sound of moving water then a Bubbling Rock Fountain is a great naturalistic choice.
SpaceThe small size of a Bubbling RockFountain means you can build and enjoya beautiful fountain anywhere in youryard- front or back! You can create onein as little space as 36” x 36”.These are great on patios and decks too!
CostThe typical Bubbling Rock Fountain willrange from $1000 to $2000 dependingon the type and size of the rock.Operating costs are also less with thisstyle of water feature because thepumps are often smaller using lesselectricity and can be set to a timer andonly operate it when you are home.Wholesale Cost: $500-$800
MaintenanceTaking care of your Bubbling RockFountain is easy. Filling the reservoirevery few weeks to compensate forevaporated water is all that’s required.Or you can install an automatic fill valveand eliminate virtually all maintenance!
Cascading FallsWho should choose aCascading Waterfall?If space is lacking in your yard or youhave safety concerns with a pond then aCascading Waterfall is your best choice.It’s a waterfall and stream, without thepond. But remember, you will be limitedon aquatic plant choices and you cannothave fish with a Cascading Waterfall.
SpaceThe small size of a Cascading Waterfallmeans you can buildand enjoy a beautiful waterfall anywherein your yard- frontor back!
CostCost can be a big factor whenconsidering the type of water featureyou want to build. On average, aCascading Falls will range from $1500 to$5000+ depending on size and type ofrockwork involved. Operating costs arealso less. Because you’re not dealingwith an established ecosystem, it’s notnecessary to run the pump 24/7. Youcan set the pump on a timer to operateonly when you are home.Wholesale Cost: $1000+
SafetyBecause there is no pool of water, aCascading Waterfall is a great option ifyou are concerned about safety issuesassociated with a traditional pond.
MaintenanceTaking care of your Cascading Waterfallis easy. Filling the reservoir every fewweeks to compensate for evaporatedwater is all that’s required. Or you caninstall an automatic fill valve andeliminate virtually all maintenance!
Water Garden & PondsWho should choose a WaterGarden or Pond?If you have ample space in your yard andwant koi, goldfish and aquatic plantsthen a Water Garden (Pond) is for you.Add a long streambed to enhance thelook too!
SpaceThe average water garden is about 11feet wide x 16 feet long or about 2000gallons. Keep in mind that you will want2 to 3 feet of landscape bed area aroundthe pond for plants and flowers.Tip: grab your garden hose and use it tolayout the size and shape you’d like yourpond to be. Also try viewing the sizefrom indoors and out to obtain a trueviewing perspective.
CostIn most cases, a water garden will be themost costly water feature option. Onaverage, a water garden will range from$2500 to $7500+ depending on size andtype of rockwork involved. When youfactor in the additional benefits andenjoyment of fish and aquatic plants awater garden is well worth theinvestment!Wholesale Cost: $1000+
SafetyWe recommend that most watergardens be a minimum of 24” deep but adepth of 30” is even better since it willprovide more area for the fish towinterize in the pond and provide adeeper area for the fish to retreat to inthe event a predatory bird comes to yourpond. The first ledge of the pond,however, is typically only 8 to 12” indepth therefore providing a shallow areaaround the ponds.
MaintenanceMaintaining a water garden is simple andwill take only 15 minutes a week. Thenet & mat located inside the skimmerwill need to be cleaned about once every10 to 14 days. This should only take 5minutes to complete. Besides regularskimmer maintenance, beneficialbacteria will be added to the pondweekly.
FishAdding Koi & Goldfish create color andinterest to the water garden. Koi &Goldfish are interactive and friendly,especially at feeding time. Fish are alsoattractive, interesting, and evenpersonable. Their color will enhance the Aquatic Plantsvisual impact of your pond. One of the best things about a water garden is the variety of aquatic plants you can grow. Water Lilies are the most sought after aquatic plant. Their ability to spread across the ponds surface and flower throughout the season make them a wonderful choice. Lily pads shade the pond water from the heat of the summer sun, allowing fish to retreat underneath the shelter of their leaves.
Formal FallsWho should choose aFormal Falls Waterfall?Anyone installing a paver patio with awall element should consider a FormalFalls. Or anyone looking to add a formalsheer waterfall to their landscape,fountain or swimming pool.
SpaceThe compact size of a Formal Falls meansyou can build and enjoy a beautifulwaterfall anywhere in your yard. Fourdifferent standard waterfall widths areavailable or a custom unit can be createdfor your specific project.
CostThe installation cost of a Formal Falls isvaried and depends on the type of wallmaterial being used as well as the widthof the falls you wish to create. Pleaseconsult your Authorized PondBuilderInstaller for information. Pump operatingcosts are less with a Formal Falls becauseit’s not necessary to run the pump 24/7.You can set the pump on a timer tooperate only when you are home.
MaintenanceTaking care of your Formal Falls is easy.Filling the reservoir every few weeks tocompensate for evaporated water is allthat’s required. Or you can install anautomatic fill valve and eliminatevirtually all maintenance!
Never Assume• Never assume the customer only wants on water feature• Something small like a fountain or bubbling rock in the front and a larger pond or pondless feature in the back yard• Why not two?
Your Company Information• Show them what you have to offer• Photos of projects• Brochures• Tri-Folds• Flyers• Business Card Slot• Customers like to see work you’ve done and it may help them
The Space• Now that you’ve reviewed the different options, its time to take the customer back outside to review the space.• Discuss size & additional details.• SELL your vision!• Recommend add-ons: Lights? Filter Pads?
Make an Appointment• Set a date to deliver & review the estimate• Stick to the date!• Schedule it about one week out
Return the Quote• Return it in person• When returning the quote remember to be as clean and prepared as the consultation• Review the space again• Discuss the project and what will be performed
Return the Quote• If the project matches the vision, set an installation date• Be specific on the product and services being quoted• This is where recommending a product that is MAP supported is beneficial.• Discuss why you chose these materials and what the customer can expect. MAP PRICING
Be Confident in Your Price• When communicating the price to the customer• Don’t stutter• Don’t say “I know this might seem a bit high”• If the price is more than they intended, discuss options for reducing cost• Don’t create the impression that the price is higher than the value they are receiving• Remember, you’ve already reviewed the Inspirations Booklet
Too Afraid of the Price to Verbalize it?• Think about that for a second…• Do you get to the bottom of the quote and stop?• Communicate the price with confidence.• Then pause, and if there is no response, move on.
Premium Prices• People and Businesses that are willing to pay premium prices aren’t stupid.• Anyone paying a premium price almost assuredly knows they’re paying a premium price.• These people have a different set of expectations because of that, and you must not frustrate those expectations.
Premium Prices• If you want to sell at a premium price, you cannot have a delivery problem relative to your product & service.• Customers don’t want to hear excuses.• They are looking for “You need it when? No problem!”
Selling• Selling is about getting people to buy things they might not otherwise buy because they lack the knowledge or information.• It’s your job to provide that knowledge & information.
Test Raising Prices• Try raising the price on the next bid• For example, Starting at $3500 raise it to $3800• See what happens• Worst case scenario, they say no• Never know if your price is could be higher until you test it.
It’s in the Bag!• You’ve won the bid and the deal is signed• Set a start date and stick to it• Inform customer of expected delays and discuss• Don’t blow your credibility!• You are dead meat hanging in the wind the rest of your life with that customer if you do.
Summary• We’ve reviewed how to improve consultations• We’ve discussed quotations and pricing• We’ve reviewed the 6 types of water features• Now let’s close with something very important that we’ve covered in past seminars.
Margin NOT Volume• All business success is driven by sales and marketing success• Any Fool can cut price, get volume, and go broke!
Price Significance• Price is always more significant in the mind of the seller than that of the buyer• The competition does not cut your price• Easier to make money when you sell on some basis other than price; such as quality, service, delivery, salesmanship, etc.
Price Significance• Very few customers buy anything on price!• Virtually there are always other primary and secondary reasons for buying from anybody.• Your job is to make sure that the reasons to buy from you are presented in a meaningful, useful sense to the customer. 75
Two Thoughts• If price were the only reason anyone bought anything, only one source would sell all of that product• If price were the only reason anyone bought anything, we wouldn’t need salespeople