Include these key parts in your next landscape proposal to win the bid. If you are missing opportunities and haven’t figured out why your closing rate isn’t higher, try these ideas.
1. Use Your Manners
The opening and closing of the landscape proposal should express your heartfelt thanks for giving you the chance to bid on their landscape needs. Everyone likes a ‘thank you.’ Make the project personal in the greeting, opening and closing statements.
2. Just the Facts Ma’am
Describe the situation at hand. State what you observed, conditions and any problem areas. Next, explain how you will fix or install their landscape project in detail. People like to know they are getting value. They also want to know what they are paying for and why. For myself, if I were putting in a $30,000 patio addition, I’d want to know every last detail and how you arrived at the price. Some clients have no idea the amount of labor that is involved, the skill sets needed, and the materials used to put together a patio addition. The landscape proposal is a good time to educate them. Itemize and describe materials so they can see why items are needed. Hence, they are not as likely to bulk at a price as much. Better yet, explain it in person or on the phone to dispel any misunderstandings.
3. Every Last Detail
In your information, you’ll want to mention the materials used, quantity and price. If you are transparent, a client is more inclined to trust you. Include in the landscape proposal the terms, conditions, and warranties. This document needs to be acknowledged, understood and signed with the contract. The agreement needs to include the expiration date of the proposal and how to process the contract. List the deposit terms and any increment payments and when they are due.
4. Setting Hopes in the Landscape Proposal
Reiterate the details of what they should expect on installation day. Tell the client when crews will arrive and how the project will unfold and finish. Give them an estimated time of departure each day. Try to anticipate any questions they might have prior. Eliminate misunderstandings by including all the specifics. Each client is anxious for the work to be completed. Include and information will make a happy client.
5. State the Advantages
The benefits of this plan may be apparent if the customer is in need of a retaining wall because of a mud slide but nevertheless, explain the benefits. In addition to the obvious, explain:
- How the added addition or installation will increase the value to the home
- Save money with needed repairs later
- Save on maintenance costs
- Create a healthier and enjoyable environment.
Make a valid point by making the pluses outweigh the cost.
6. Call to Action inside the Landscape Proposal
You want them to sign on the dotted line when they finish reading right? Tell them what to do next. For instance, in the notes include Instructions on signing the contract and sending in their deposit by the date specified. You may also follow up by setting a day and time to discuss the options available to them for an installation. This gives another touchpoint with the client to dispel any objections or to clarify a question.
7. If You’re Kind of A Big Deal
Finally, whether you like to discuss awards or not, let them know you are fully capable of doing this job. People like to read reviews, check references and read testimonials. Refer them to your ‘Credentials and Affiliations’ page on your website with a hyperlink. Review site links or approved references with photos will be helpful. This voluntary information will provide them with a better feeling about the job. Their decision may be based on other’s endorsements.
Follow these seven components in writing your next landscape proposal. If you need help getting your proposals ready and out the door, call me. I can make it happen.