June might seem like an odd time to talk about winter services, but that's exactly what we're doing at Grunder Landscaping Co. (GLC).

It wasn't always this way. In our early years, we waited too late in the year to push winter services. By then, many clients had already allocated their budgets elsewhere, and we were scrambling to fill our winter schedule. We would end up laying off good crew members because we didn't have enough work to keep them busy. It was a wake-up call that changed our approach completely.

Now? Combined with our snow and ice removal efforts, we look for winter work year-round, and it's been a game-changer for our business and our team retention. 

Here's why this works, and how we've refined our approach:

1. We Look for Winter Opportunities in Current Design-Build Projects

During our summer sales calls and maintenance visits, we always watch for work that could move to the winter. When we see overgrown honeysuckle that needs clearing, brush removal projects, or areas where selective tree removal would open up views, we don't just quote it for immediate completion. Instead, we have a conversation:

"You know what? Instead of tackling this honeysuckle removal now, I'd recommend waiting until winter. Most plants are dormant during the off season, so we won't damage the landscaping you want to keep, and it's much easier to see what we're working with when the leaves have shed for the season."

2. We Focus on Enhancements First

Our maintenance crews and LandKeeping Consultants (maintenance salespeople) are trained to look for winter opportunities during routine visits and site audits. They may say something like:

"While we were trimming your shrubs, I noticed some areas that could use brush clearing. It's not something that needs to happen right now, but I wanted to show you what I'm seeing and give you some options. Would you like me to walk through it with you really quick? Winter's the best time for this type of work, so you'd have plenty of time to plan if it's something you're interested in."

We've found that our existing maintenance clients are the most receptive to this approach. They already trust us, and they see the value in year-round planning.

We started reminding our sales team to be on the lookout for winter work during our June sales meetings, and we’ll continue to remind them to keep this focus.

3. We Focus on the Right Types of Winter Work

Not every project works in winter, and this depends heavily on your climate. In our market, the ground isn't always frozen in December, and in some years, it doesn't freeze at all, which opens up options for us that you may not have. Some of you reading this don’t have that option, while others can do all work year-round.

Specifically for our area, the winter services we lead with include:

• Overgrown area and brush clearing (perfect when plants are dormant)
• Selective tree removal (better visibility, less landscape damage)
• Patio and hardscaping projects (we can tent and heat work areas if needed)
• Retaining wall installations if they fit certain parameters

Client Relationship Benefits We've Seen

Once clients experience the quality of our work and see that we deliver on our promises, they start trusting our advice year-round. They know that when we suggest winter work, it's because it's genuinely the right timing for their property.

It also creates natural opportunities to discuss other services. When we're talking about winter brush clearing, conversations often evolve into spring planting plans, which leads to irrigation discussions, which sometimes results in hardscape consultations. One conversation builds on another.

The key is being genuine about it. We're not pushing winter work just to fill our schedule (although that's certainly a benefit). We're identifying projects that genuinely make more sense to tackle in winter, and our clients appreciate that honest approach.

If you've been waiting until fall to start winter sales conversations, I'd encourage you to try starting earlier this year. Begin with your existing maintenance clients – they already trust you and understand your work quality.

The worst thing that can happen? They say, "Let's talk about it later." But more often than not, we've found that clients appreciate the proactive approach and the chance to plan ahead.

If you'd like to see how we integrate these conversations into our daily operations and learn more about our sales processes, join us on one of our GLC Field Trips this fall. You'll see firsthand how our teams approach these conversations and get to ask questions directly to the people making it happen.

Marty Grunder
Founder & CEO
The Grow Group & Grunder Landscaping Co.