Before you discuss pricing with a prospective client, there are few essentials to keep in mind.

1. Do not offer a bid via a phone call.

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2. Thoroughly inspect the property before quoting any prices. Prior to inspecting the property, you have no idea about the condition of the garden, lawn, trees etc. It’s highly possible that the first time you provide services to a client you will have to charge more than your regular fees. Consider for a moment a lawn that has not been attended to for a long period of time. The lawn may be in a poor state, the grass may be severely over grown and possibly even riddled with weeds and pests. In order to provide a reasonable price for your services and time, it’s imperative that you carefully examine the entire area. Only then are you going to be able to gauge the amount of work and time required. You can easily revert back to your usual prices after bringing the property back to its former glory. However, never assume that you know the state of a property until you have actually seen it and inspected it fully.

3. Meeting a new client in person affords you the opportunity to fully explain the services you offer. It also provides you with an opportunity to sell them on other services that they might not be aware about. For more information be sure to consult the most comprehensive guide, Lawn Company Secrets Revealed. This fantastic resource will answer all of your questions, adequately prepare you and eventuate in a successful outcome with your new client.

4. When meeting a client for the first time and in person, you will gain an informed perspective as to how much they can afford to pay. For example, is the client seeking a budget option, one that is the most affordable or is the client seeking a premium lawn care option, where price isn’t even a factor in their minds? These questions are vital to establish from the onset.

5. It is also worth considering the amount of work that will be derived from this new client. For example, are there multiple services required? What is the frequency of the services required? If you know that you will be providing services on a weekly basis and for the long term, then possibly it is worthwhile to offer a discounted price to secure the position. In this scenario, amending the usual pricing structure might be a beneficial due to the amount of on-going work being offered. However, none of these aspects can be predicted and only after meeting and discussing the needs of your client can you make an informed proposal.

6. The saying ‘you have but one opportunity to make a first impression’ is prudent at this juncture. Make sure the first impression you make is a positive and memorable one.

Arrive at the property on time, ensuring you’re well presented and prepared. Be polite, courteous and respectful when meeting a new client and inspecting their property for the first time. The way in which you behave will impact the price you’re able to charge. When a client likes you, feels comfortable, s/he will be more willing to agree to the suggested pricing you offer.

7. Make sure you arrive with your tools in hand. Providing visuals such as arriving with a calculator and device to take notes exudes preparedness and professionalism. Assessing a property and doing the calculations in front of the client provides the client with a sense of trust and comfort. If you were to arrive empty handed, the client could think that you’re merely ‘plucking’ a number out of thin air and suggesting a price that is totally unsubstantiated. Demonstrate that you are placing a lot of thought and professionalism by calculating fees for various services in front of the client. This goes a long way in establishing trust, which is the basis for any good working relationship.

8. Pay attention to visual cues. For example, watch the client’s reaction when you offer an estimated price or quote for your services. If the client immediately agrees then you probably could have charged a higher price. Conversely, if the client takes a long period of time to answer, moves around uncomfortably or asks for a justification regarding the suggested price, then this a sign that the price could be too high. Reflect on the percentage of bids that you have successfully closed, as this is a definite indicator whether your pricing is accurate. If you’re not winning many accounts then your pricing is too high. If you’re winning every account you bid on, then your pricing is too low.

9. It is advisable to price slightly higher than slightly lower. This is due to the fact that most people want to negotiate. It’s a way in which they feel confident that they’ve received the best price. Some people regard this is an integral part of confirming any deal and without trying to negotiate they haven’t received the best offer they could have. It’s natural for people to ask for a reduced price after you provide a quote. To safeguard yourself, inflate the price slightly to afford the ‘wiggle room’ necessary for the negotiation phase. Commercial Lawn Making Secrets and Residential Lawn Making Secrets are 2 wonderful and highly useful resources that will help you navigate your way to a successful bid, quotation and negotiation. The strategies and insights provided are invaluable and will provide you with the knowledge required to succeed in pricing your services accurately.

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