No matter what size your commercial lawn care business is, or how long you’ve been in business, you need to be out there winning new commercial accounts in order for your business to flourish and grow. Securing new commercial lawn care business accounts may seem daunting, but with some knowledge of the industry and some basic sales tactics at your disposal, you can be out there winning new accounts in no time.
Just like any other sales related industry, you can’t sit back and wait for customers to come to you. Especially in the commercial lawn care business space, there are a lot of competitors, contracts, and relationships at play when it comes to getting new business. You want to make sure that your company is not just in the running for new accounts, but top of mind for both businesses and other lawn care companies.
A lot of winning new business is about being proactive and making the right connections and relationships. Here are 4 tactics you can start doing today to get more commercial lawn care business accounts.
LinkedIn is a powerful network filled with professionals, companies, and other commercial contractors and businesses. It’s a huge opportunity to find the right people, connect with them, and start building your network. Having a professional personal and business profile is crucial to your success, as you want to ensure that your business looks professional and knowledgeable in the commercial lawn care space.
Take the time to get to know LinkedIn and everything that you can do in the space to benefit and grow your business. Commercial landscaping, in particular, is a business that is built on trust and relationships, so getting out there and meeting new people is going to be a huge first step in gaining new accounts. LinkedIn is a great place to start, as you can make connections simply by researching, connecting, sending messages, and interacting with others online to start a conversation.
Join the local Chamber of Commerce
Getting to know government officials can give you a huge leg up when it comes to winning new accounts. Government officials know what big projects are coming up and also have a network of other corporations in the community that will have commercial landscaping needs. Especially if you live in an area with a high amount of commercial properties, you will want to have a network of people who can let you know when a big account might be looking for a new vendor or taking bids.
A lot of the time, people want to work with someone they know and trust. By attending these events and making the right personal and professional connections, you cement yourself as an expert, a professional, and someone who is eager to provide a good service to commercial businesses.
Bid like a professional
Bidding on commercial accounts is an important aspect of winning new business. While it can seem like a daunting process, it doesn’t have to be. Make sure that you get your bid in professionally by following the basics: have a good website, good looking company optics (company vans, uniforms, etc.), and the proper proposal.
Research the needs of the commercial account and address them in your proposal. Explain in detail not just what you’ll do, but the value you will add and what you’ll go above and beyond what is asked. Let them know why they should work with you and not others in a tactful way (never take direct hits against the competition). Educate them on the value of commercial landscaping and how important it is for them to find the right vendor, and then highlight why your company is the right one for the job.
Lastly, protect your company in the bidding process by fully doing your homework. Understand how low you can bid before you’re paying out of pocket and get information on the competition and how many others are bidding so you know how competitive you need to be in your pricing. Hopefully, you’ve made the right connections before bidding on the account, so harvest those relationships to stay top of mind as you place your bid.
Develop relationships with existing commercial contractors
Being a subcontractor for other contractors can increase your chances of winning bigger accounts of your own down the road. Not only does it give you the experience and client roster, which is especially important if you’re just starting out, it also allows you to get your foot in the door and make new relationships.
You never know when a commercial account you’re subcontracting for might become unhappy with their provider and look to you, someone who has already worked on the account who they trust and know does good lawn care. Don’t pass up these low hanging fruit opportunities to build relationships and make money while you’re at it!
Always be proactive in seeking commercial lawn care business
Building, and maintaining, a successful commercial lawn care business takes time and investment to make the right relationships to win new accounts. You have to get out there shaking hands, making introductions, and putting in the effort to get your company’s name and reputation out into the world.
Both online and offline networks are important, and all it takes is a little bit of effort to say hello. Remember, a little goes a long way when it comes to sales!