14 Ways to Grow Your Landscaping Business (Immediately)

If your landscaping business has reached a plateau or if
you’re strategizing to improve future growth, you may be wondering how to grow
your landscape business.

Growing your landscaping company should be considered a
multiple-faceted approach. You don’t want to just focus on bringing in new
business; you also want to focus on closing more of the leads you’re already
receiving, maximizing the business you have, and improving your profit margins.

Growing Your Landscaping Business

Increase Your Conversion Rate

One way you can start growing your landscaping business
immediately is to better convert the leads you’re already receiving.

Whether you acknowledge direct costs or not, you’re probably
paying more money than you think to bring in each lead, bid the project, and
close the sale. Not only are you paying for whatever marketing avenues drove
the lead to you in the first place; you’re also paying for the systems to
communicate with that lead once it’s attained, track the progress of the lead in
the sales funnel, pay for the sales staff to bid and follow up with the
prospect, and the time and planning to schedule and initiate the new job.

Because of all the costs associated with bringing in and
selling a lead, you want to make sure you’re being as effective as possible
when a lead does come in. To improve your conversion rate to grow your
landscaping company:

  1. Follow up more quickly. Following up with
    a lead via phone within 5 minutes of receiving initial contact can improve the
    probability of qualifying that lead by 21X.
  2. Follow up more frequently. If a lead
    submitted an inquiry via a web form or 3rd party lead generation
    site, don’t give up if you don’t get ahold of the lead the first time. On
    average, it takes 5 follow up efforts to get ahold of a customer.
  3. Have a CRM. If you’re relying on
    spreadsheets or email chains to track your lead follow-up efforts, then things
    are falling through the tracks. Get a CRM to manage and track your leads and to
    automate (tasks, emails, etc.) whenever possible.

Maximize Your Existing Clients

Another way to help grow your landscaping business
immediately is to maximize your existing clients. Many landscaping companies
make the error of selling their clients once but never reaching out to them to
pitch again.

Improving the way you retain clients as well as the way you
cross-sell or upsell existing clients can help you grow your landscaping
business without having to invest more money in lead generation.

  • Increase contract renewals. Many
    landscaping companies will assume happy clients will come back year after year,
    but this isn’t always the case. By being proactive and reaching out to clients,
    you stop relying on chance to ensure contract renewals. By improving client
    retention by only 5%, you can increase
    your revenues by as much as 25-95%,
    according to some studies.
  • Cross-sell existing clients. It is 60-70%
    easier to sell
    to an existing client than it is to sell the same service to
    a new client. Cross-sell to existing clients by offering services that
    naturally complement their existing service but that they may not have thought
    to outsource to you (or that they considered hiring you for but didn’t take the
    first steps to do so). By cross-selling to existing clients you can increase
    your revenues as much as 10-30%.
  • Upsell clients. If you have a client who
    schedules a one-times service while they’re on vacation, reach out and see if
    you can upsell them to a recurring contract. If you have a lead interested in
    grub management, upsell them on pruning services as well. It never hurts to ask
    and can increase the contract size without much extra effort.

Strengthen Your Profit Margins & Cash Flow

Another way to grow your landscape company immediately is to
take a look at your profit margins. By keeping a close eye on costs and
improving your profit margins, you can increase your gross profit without
increasing the amount of work you’re doing.

  • Know your costs. One of the biggest
    mistakes landscape companies make is not having a good handle on their actual
    costs. Without knowing how much your services actually cost to perform you may
    be unnecessarily sacrificing some of your profit margin. Improving
    cost-tracking means having a better system in place to bid projects (more
    accurate land measurement, inventory/supply tracking, employee tracking and
    scheduling), etc., and using that information to analyze project profitability.
  • Schedule your assets more strategically. In
    a service company such as a landscape, lawn care, or tree care company, time is
    money. You should be finding ways to make sure your teams are as productive as
    possible. This means strategically scheduling projects to minimize drive time,
    equipment downtime, and ineffective labor use.
  • Improve your inventory management.
    Another essential part of growing your landscaping company immediately is to
    have better inventory management. This means having a system for tracking what
    inventory you have in stock, your costs for that inventory and which providers
    you use (so a price hike doesn’t go unnoticed), what upcoming projects you have
    and what inventory you’ll need, etc. This helps ensure you don’t have too much
    extra capital tied up in inventory you’re sitting on for excessive periods of
    time. You want to know what you need, have what you need, but not have a ton of
    extra lying around.

Increase Your Lead Flow

After you’ve fine-tuned your landscaping company with the
above steps to promote growth, it’s time to bring in more leads. You want to
save this company-growing step for last since bringing in more leads when you
have a less efficient system (poor lead management, close rates, or asset
management) can mean unnecessarily wasted money and missed opportunities.

  1. Make
    sure you have a website.
    If you don’t have a clear, professional website,
    it’s time to get one. If your website is outdated, it’s time to improve it.
    Things you want to look for are:

    1. How easy is it for someone to contact you?
    1. Does your website clearly state what you do and
      does it state what you do in terms your clients use (don’t use too much
      jargon—talk to your clients the way they talk to you)?
    1. What questions do clients have when they reach
      your website—and can they quickly find the answers?
    1. Is your website overwhelming to navigate, or is
      it easy for people to find what they’re looking for?
    1. Do you have customer reviews and photos that
      validate your company?
  2. Get
    listed on Google My Business.
    When many people look for a local company,
    they search using Google. Your Google My Business listing is the listing that
    shows up next to the map when people are searching for services in their area.
    Make sure you have an active, verified listing and that all of your information
    is up-to-date.
  3. Get
    reviews.
    Reviews are more important than ever in growing your landscaping
    business. The majority of people read reviews before reaching out to a service
    company. If you have very few reviews—or several poor reviews—you’re
    significantly decreasing your chances of receiving new leads. Ask clients to
    leave reviews on your Google My Business profile, Facebook, Yelp, or other
    online listings. These listings are more trusted by prospective clients than
    reviews you pick and choose to share on your website.
  4. Ask
    for referrals.
    Ask your existing clients if they know anyone who might be
    interested in your services. Ask if you can leave a few business cards with
    them for friends or family. Offer incentives for referrals. Offer a discount on
    their service if they let you put a lawn sign in their yard for the season.
  5. Knock
    doors.
    It may seem old-fashioned but adding a goal to knock 5-10 doors in
    the area when your sales rep is bidding new projects can yield more leads
    without significantly increasing effort. Let the homeowner know you’re in the
    area providing a bid for their neighbor and ask if they’d like a quick quote as
    well.

How Can We Help?

Arborgold landscape management software offers multiple
tools and platforms to help you manage all the above processes and more for a
more efficient, successful landscape company. Explore how Arborgold can help
you grow your landscaping business today by clicking “Take a Tour” below.

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