Last week, our leadership team at Grunder Landscaping met to discuss priorities about 2022. One of our biggest priorities for 2022 is maximizing what we are calling our “Revenue per Property”. Some people call it a “penetration rate”, but ultimately what we are trying to do is ensure that we are taking total control of the properties we work on.
It’s of course critical to proactively and continually seek new prospects, but your current client base can also be an important source of additional revenue if you’re intentional about it.
The most impactful process we have put in place to help us with this is a property audit. Our industry-specific software, Aspire, helps us to do this. During the audit, a salesperson uses the audit process to identify any enhancements and build an unsolicited quote they can share with the homeowner. We have a high closing rate for these quotes: we're suggesting ways to make a property better and homeowners are usually receptive and excited about our ideas.
Ensure that you have an audit process in place at your company that your team can follow to see where the property is now and where it needs to be in the future. For both homeowners and commercial clients, the way that people use a property often evolves. They may need an update or an addition now, even if the landscaping has aged well.
Your crews are your eyes and ears on properties. Teach them to look for additional opportunities on the sites they work at that will deliver value to your clients. Would your clients benefit from additional ground cover? A new patio? Better drainage? At GLC, we pay crew members a 2% commission if their recommendation to our sales designers leads to a sale.
Talk to you next week!
Marty Grunder President & CEO The Grow Group & Grunder Landscaping Co.
Take an Excellent Adventure with Frank & Marty!
Join us September 1-2 for the NALP Field Trip: Frank and Marty's Excellent Adventure in Gaithersburg, MD. We'll tour Ruppert Landscape, a $216M company with 29 branch locations and 1,800 team members spread out over 9 states, and dive deep into how they set up their company to best serve both their clients and their team members.