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More than likely, you have a portfolio of completed projects to show the client, or pictures on your laptop or iPad. As you go through the pictures, you would show them projects similar in scope to what the prospect is interested in. You would say, “These projects that we are looking at are all in the $50,000-$80,000 budget range. Is that what you were thinking of

Finally, always keep in mind that you are the expert. That is why clients are calling you. By assuming the expert role, you become a consultant rather than a salesperson. Approach your presentation with that in mind, and the hesitancy to talk budget should disappear and your ability to close on larger projects will go up exponentially.

A bout Judson Griggs

Judson Griggs has had the good fortune of working with some of the best design/build companies in the country over his long career in the green industry. Each of these companies were in the Lawn and Landscape Top 100 list when Jud worked there.

Through those experiences, Jud has been able to work in very diverse markets across the country. He understands what it takes to be successful in the design/build/maintain arena. More importantly, he knows what mistakes and pitfalls to avoid. His experience over the years makes him a great resource for helping you build your organization, improving your sales, marketing and customer service, as well as helping you be a better leader.

Email: judson@harvestlandscapeconsulting.com www.harvestlandscapeconsulting.com