The Human Being Factor is an Important Part of Any Successful Lawn Care Business

If you’ve ever thought about what it takes to build a successful lawn care business, many factors come into play. A good business model, dependable staff and consistent results are major factors, but another one that sometimes gets overlooked is building personal relationships with your customers. Think about it, when is the last time you headed into a sales call thinking about what kind of day your client has had up to that point? You probably prepared for what your client’s business needs would likely be, what his business goals are and what his objections might be to what your company wants from him. But before you can get to those subjects, it might be smart to “drill down” to what is happening to this particular client as a human being on that particular day. This takes empathy. And empathy in its best form relies on actually caring about that human being. Once you get to that point, the rest is easy. Assuming you’ve prepared for the business details of your call, warm up the call by actually finding out how your client is doing. Often a response from a client on how they are doing brings a business response such as “our sales are off in March because the weather has been so bad” or “we’re having a good year-to-date compared to last year,” and you’re off and running. Many long-term business relationships never progress beyond this point. Many boss-employee relationships never progress beyond this point. Once while calling on a tough customer, I asked this question and he started in on all the standard business responses. Taking...