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June
The Landscape Show 2016
How to Develop and Grow Client Relationships
Panel Overview
Gillie Leaf
Gillie Leaf
Garden
Design
Joan
Mulvenna
Garden
Design
Manchester
Marc
Piechocki
I-Echo
Landscap...
Agenda
Gillie Leaf
• About Gillie Leaf Garden Design – a young practice starting out
Joan Mulvenna
• About Garden Design M...
About Gillie Leaf Garden Design
Gillie Leaf Garden Design is a small
practice covering North London &
Hertfordshire. After...
About Garden Design Manchester
Joan Mulvenna has been gardening with
a passion since 1994 and launched
Garden Design Manch...
About I-Echo
Marc Piechocki Director and lead
designer of I-Echo started out in the
world of Garden design 15 years ago,
h...
Nicola Gammon, Shoot
Nicola Gammon is the founder of Shoot.
Shoot is the leading online garden
management system for garde...
NEW REVENUE STREAM AND LEADS
• New garden audit
• Part of pre-sales pitch – remove objections
• Business listing & Google ...
Meet us at Landscape – stand E1
Please come and say hello to the
Shoot team.
Please ask for a demo or request
one for late...
Panel discussion:
How to develop and grow client relationships
1. New business leads
and new revenue
streams
2. Save time and
money pre-build
3. Save time at
garden handover
4. Customer...
1. New business leads
and new revenue
streams
2. Save time and
money pre-build
3. Save time at
garden handover
4. Customer...
1. New business leads
and new revenue
streams
2. Save time and
money pre-build
3. Save time at
garden handover
4. Customer...
Shoot garden audit product
Gillie undertook a garden audit, which was charged at an
hourly rate, and then charged her clie...
Shoot a part of the sales presentation
Joan
“During initial consultations with
clients, I show a Shoot profile of a
curren...
Shoot a part of the sales presentation
Marc
“Shoot garden profiles help sell commercial
and domestic development projects....
Business listing and Google rankings
Marc “Another of the
many benefits of Shoot is
the business listing which
is ideally ...
1. New business leads
and new revenue
streams
2. Save time and
money pre-build
3. Save time at
garden handover
4. Customer...
Saving time
Marc
“Shoot has the largest, most
comprehensive list of plants. Any
missing plants will be added for you so
it...
Saving time
Marc
“The ease of creating a visual
presentation from a list and the
simplicity for our clients to search
and ...
Saving time
Gillie
Re: Multi-plant add feature.
"It is worth a million dollars in
saving me time”
Saving time
Gillie
“The strong visuals from the
Plant Database allow my clients
to get a feel for their new
garden straigh...
Joan
“I use Shoot’s ‘Plants I Have’
feature to agree a preliminary
plant list and scheme with clients.
Some clients are ha...
1. New business leads
and new revenue
streams
2. Save time and
money pre-build
3. Save time at
garden handover
4. Customer...
Garden handover
Joan
“I find that the garden
maintenance guides are
invaluable.
During initial consultations I
find many c...
Garden handover
Gillie
“I can very quickly compile a tailor-
made maintenance schedule by using
Shoot as a data base. With...
Garden handover
Marc
“Keeping this enthusiasm and
remembering our company is all about a
good aftercare service and I thin...
1. New business leads
and new revenue
streams
2. Save time and
money pre-build
3. Save time at
garden handover
4. Customer...
Client retention – Shoot sharing gardens
Sponsor Shoot for
valuable clients you wish
to maintain a relationship
with….
sim...
Client retention – Shoot sharing gardens
Gillie
“Engages my clients in a way they
haven't previously experienced. They
wan...
Client retention – Shoot sharing gardens
Joan
“I offer a monthly, seasonal or annual review
service – no garden is static;...
Maintenance service packages
Marc
Maintenance packages with different
levels of service e.g. standard and
premium.
Shoot i...
1. New business leads
and new revenue
streams
2. Save time and
money pre-build
3. Save time at
garden handover
4. Customer...
Transfer ownership
1. New business leads
and new revenue
streams
2. Save time and
money pre-build
3. Save time at
garden handover
4. Customer...
Thank you and questions
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How to develop and grow client relationships using Shoot

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For The Landscape Show 2016. How to develop and grow client relationships using Shoot. Panel included Nicola Gammon, Shoot; Gillie Leaf Garden Design, Joan Mulvenna Garden Design Manchester; and Marc Piechocki I-Echo Landscape Design. How to generate more leads, save time, and develop or end client relationships.

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How to develop and grow client relationships using Shoot

  1. 1. June The Landscape Show 2016 How to Develop and Grow Client Relationships
  2. 2. Panel Overview Gillie Leaf Gillie Leaf Garden Design Joan Mulvenna Garden Design Manchester Marc Piechocki I-Echo Landscape Design Nicola Gammon Shoot
  3. 3. Agenda Gillie Leaf • About Gillie Leaf Garden Design – a young practice starting out Joan Mulvenna • About Garden Design Manchester – a more established practice Marc Piechocki • About I-Echo Ltd - a young practice starting out Nicola Gammon • About Shoot • At Landscape • Host panel discussion - Lead generation, saving time, client relationship development and branding Questions & Close
  4. 4. About Gillie Leaf Garden Design Gillie Leaf Garden Design is a small practice covering North London & Hertfordshire. After qualifying at Capel Manor Gillie is now a pre-registered member of the Society of Garden Designers & working towards full registration. Her relatively young practice specialises in adding a wow factor to small & medium-sized gardens. Gillie’s highly personalised service is devoted to sharing her passion for her work & empowering her clients to take control of their outside space. Supreme effort and going the extra mile is Gillie’s mantra. And yes - Leaf really is her name!
  5. 5. About Garden Design Manchester Joan Mulvenna has been gardening with a passion since 1994 and launched Garden Design Manchester in April 2009. Working with trusted landscapers and gardeners her company provides a range of garden design services. Joan’s design flair, excellent communication, eye for detail and project management skills have led to a number of awards including RHS Gold and Silver Medals and Best in Show category.
  6. 6. About I-Echo Marc Piechocki Director and lead designer of I-Echo started out in the world of Garden design 15 years ago, having a talent for design but a yearning for the outdoors, Garden design combined the two perfectly. Marc has been lead designer for a number of well-known designers over the years and has developed his knowledge, style and never dwindling enthusiasm for improving gardens. Two years ago he launched his own company with a vision of creating a design practice, which was at the cutting edge of design.
  7. 7. Nicola Gammon, Shoot Nicola Gammon is the founder of Shoot. Shoot is the leading online garden management system for garden professionals and hobby gardeners. With over 100,000 members in over 87 countries, Nicola has successfully fundraised £500,000 from her community. The Shoot team has now grown to 6.
  8. 8. NEW REVENUE STREAM AND LEADS • New garden audit • Part of pre-sales pitch – remove objections • Business listing & Google rankings SAVE TIME AND MONEY • Quickly plant research (21,000 + plants) • Create plant lists and new plant mood boards • Quickly create and share monthly care advice calendar BRANDING AND CLIENT RETENTION • New branding on garden profiles and care emails • New real-time collaboration with clients and colleagues • Delight clients PERSONALISED • Your plant list – we add any missing plants for you - your photos, notes, correspondence, care notes and branding Benefits of Shoot for Garden Designers
  9. 9. Meet us at Landscape – stand E1 Please come and say hello to the Shoot team. Please ask for a demo or request one for later on at a time that suits you. Visit https://calendly.com/shoot- gardening to select a date and time. Please feel free to contact us at: shoot@shootgardening.co.uk
  10. 10. Panel discussion: How to develop and grow client relationships
  11. 11. 1. New business leads and new revenue streams 2. Save time and money pre-build 3. Save time at garden handover 4. Customer retention and upsell Business development cycle 5. Transfer garden Garden planning and sign-off Sign–off Retain valuable clients End relationship and reduce ongoing support overhead Build
  12. 12. 1. New business leads and new revenue streams 2. Save time and money pre-build 3. Save time at garden handover 4. Customer retention and upsell How does Shoot support business development  New garden audit service for £ fee  Part of pre-sale  Business listing  Researching plants  Creating planting lists  Multi-plant add  Create client garden maintenance quickly  Monthly emails  Delight customers  Your branding  Sharing and collaboration  Charge an annual £ fee 5. Transfer garden  Hand over at the end  Charge one off £ fee
  13. 13. 1. New business leads and new revenue streams 2. Save time and money pre-build 3. Save time at garden handover 4. Customer retention and upsell Business development cycle – step 1 5. Transfer garden 1. New business leads and new revenue streams
  14. 14. Shoot garden audit product Gillie undertook a garden audit, which was charged at an hourly rate, and then charged her clients £136.00 for creating their garden in Shoot. That fee also covers the cost of Shoot. The garden is now shared with Mark & Linda, allowing them to receive branded care emails on a monthly basis, as well as providing a very valuable platform for sharing new planting ideas for the garden. Two new client referrals from the audit – so can be a worthwhile strategy for new business. Generally Gillie says: “My clients just love it when I tell them about Shoot. Shoot is an extra nugget which gives me a unique selling point. It makes me different. Shoot is still a ‘best kept secret’.”
  15. 15. Shoot a part of the sales presentation Joan “During initial consultations with clients, I show a Shoot profile of a current client – and highlight the month by month maintenance guide. This is invariably a huge selling point with clients who are experienced gardeners and with gardening novices. A common fear is that their new garden will start beautiful but decline in time.”
  16. 16. Shoot a part of the sales presentation Marc “Shoot garden profiles help sell commercial and domestic development projects. We build Shoot into our initial offering to a client or developer and this then becomes part of our package. This is an added benefit to our very visual service and has proved a very good sales tool when it comes to securing a design project.” Example: Peek Crescent - We used Shoot on this client project to finalise plant lists and provide in-depth descriptions of each plant. Shoot was key to get the plant lists signed off and progress to the planting stage.”
  17. 17. Business listing and Google rankings Marc “Another of the many benefits of Shoot is the business listing which is ideally placed to reach our target audience. I replaced Houzz with Shoot.” Joan “Relevant sites and links such as that from Shoot helps my Google rating too. Tip: Keep your business name simple for Google to find you. e.g. Garden Design Manchester”
  18. 18. 1. New business leads and new revenue streams 2. Save time and money pre-build 3. Save time at garden handover 4. Customer retention and upsell Business development cycle – step 2 5. Transfer garden 2. Save time and money pre-build
  19. 19. Saving time Marc “Shoot has the largest, most comprehensive list of plants. Any missing plants will be added for you so it is all you need for plant research.” “I create design schemes in 3d with plant models which are representational of shape and form without being botanically accurate. Shoot accompanies my design to let our clients have a better understanding of our proposed planting scheme.” 21,0000+ plants with expert and correct botanical information about plants at your finger tips
  20. 20. Saving time Marc “The ease of creating a visual presentation from a list and the simplicity for our clients to search and upload their favorite plants and communicate these to us. Knowing what is being planted in their garden and receiving regular advise is very appealing to them and keeps them engaged.“
  21. 21. Saving time Gillie Re: Multi-plant add feature. "It is worth a million dollars in saving me time”
  22. 22. Saving time Gillie “The strong visuals from the Plant Database allow my clients to get a feel for their new garden straight away. Likes & dislikes can be easily addressed and the ‘Plants I Want’ section really livens up the discussion. The client relationship runs so much more smoothly when they genuinely get involved.”
  23. 23. Joan “I use Shoot’s ‘Plants I Have’ feature to agree a preliminary plant list and scheme with clients. Some clients are happy to leave the choice to me but many appreciate a sense of being involved in the process. When I approach suppliers and, as often happens, substitutions prove necessary I can easily generate an updated plant list for clients to preview. To date no-one has quibbled about changes.” Saving time
  24. 24. 1. New business leads and new revenue streams 2. Save time and money pre-build 3. Save time at garden handover 4. Customer retention and upsell Business development cycle – step 3 5. Transfer garden 3. Save time at Garden handover
  25. 25. Garden handover Joan “I find that the garden maintenance guides are invaluable. During initial consultations I find many clients eyes light up when I show them guides for previous clients. “That’s exactly what I need” is very a common response”
  26. 26. Garden handover Gillie “I can very quickly compile a tailor- made maintenance schedule by using Shoot as a data base. With my enthusiasm for the site my clients ask the question :- Can I actually do this myself and maintain my new garden? By creating lower maintenance planting plans they usually can! By offering to set up their garden my clients feel they are left in a strong position to manage the garden thereafter. Allowing clients to take ownership of their garden is really important once the project is complete.”
  27. 27. Garden handover Marc “Keeping this enthusiasm and remembering our company is all about a good aftercare service and I think many will agree this is probably the most difficult part. We offer along side Shoot’s monthly garden advice (which is included in our design pack) a maintenance program of tiered packages so at least we can keep our gardens to the standard we leave them and build a maintenance revenue stream. Shoot then becomes invaluable to enable our clients to communicate with our maintenance team and our maintenance team to our clients. As a designer we can then suggest plants and communicate these to everyone concerned.”
  28. 28. 1. New business leads and new revenue streams 2. Save time and money pre-build 3. Save time at garden handover 4. Customer retention and upsell Business development cycle – step 4 5. Transfer garden 4. Customer retention and upsell
  29. 29. Client retention – Shoot sharing gardens Sponsor Shoot for valuable clients you wish to maintain a relationship with…. simply click ‘Share’ and enter email address of client. OR transfer garden and allow clients to pay themselves directly.
  30. 30. Client retention – Shoot sharing gardens Gillie “Engages my clients in a way they haven't previously experienced. They want to know & learn more but require my assistance to create their garden.” “I love that the monthly emails are now branded so I stay front of mind. Invaluable reminder of their garden designers influence when they receive the monthly care instructions with my logo.” Example for Linda Goldberg with my logo on the garden profile, care advice and care emails.
  31. 31. Client retention – Shoot sharing gardens Joan “I offer a monthly, seasonal or annual review service – no garden is static; changes are inevitable. By providing access to their garden on my Shoot account clients can keep me up-to- date with the progress of their garden and we can discuss tweaks or improvements. I currently charge for the design work so I am only charging £36 a year for the Shoot service on top”
  32. 32. Maintenance service packages Marc Maintenance packages with different levels of service e.g. standard and premium. Shoot is bundled in as part of the premium service. Keeping this enthusiasm and remembering our company is all about a good aftercare service.
  33. 33. 1. New business leads and new revenue streams 2. Save time and money pre-build 3. Save time at garden handover 4. Customer retention and upsell Business development cycle – step 5 5. Transfer garden 5. Transfer garden
  34. 34. Transfer ownership
  35. 35. 1. New business leads and new revenue streams 2. Save time and money pre-build 3. Save time at garden handover 4. Customer retention and upsell How does Shoot support business development  New garden audit service for £ fee  Part of pre-sale  Business listing  Researching plants  Creating planting lists  Multi-plant add  Create client garden maintenance quickly  Monthly emails  Delight customers  Your branding  Sharing and collaboration  Charge an annual £ fee 5. Transfer garden  Hand over at the end  Charge one off £ fee
  36. 36. Thank you and questions

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