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Fixing Companies in Distress
Want to get more buy-in from your clients? Want them to upsell themselves?
Hi, I’m George Urvari from Knowledge Tree Consulting, partnering with George Coito from Coivic Contracting, whose nursery in Milton, just north of Oakville. It offers a unique advantage for landscape professionals like us. Here’s why you should consider bringing your clients to high-end nurseries, especially one like George’s.
First off, the quality at George’s nursery is unparalleled. When you bring your clients here, they’re exposed to the best shaped and healthiest plants available. This not only enhances the project’s potential outcome but also elevates your service’s perceived value. There’s a psychological benefit too; clients see something they love and decide to upgrade or purchase additional items, effectively increasing your project’s margins without you pushing for the sale.
Moreover, accompanying clients to select their plants has practical advantages. By charging a fee for this service, you ensure clients are committed to their choices, significantly reducing the likelihood of rejection once the plants are installed. It empowers them to make selections that might even surpass what was initially specified, ensuring they’re thrilled with the final landscape.
Coivic’s Nursery’s advantage lies in its specialized focus on high-end residential landscapes. With only 20% of their plants used for their own projects, the majority are available for other contractors. George, with his background in landscape architecture, ensures that the selection process is not just about buying plants but about creating an experience where clients feel involved and knowledgeable about their choices.
In practice, this approach has proven effective. By taking clients to George’s nursery, we’ve seen them sell themselves on more expensive or additional trees without feeling pressured. It’s a subtle yet powerful sales technique that fosters trust and satisfaction.
We’re planning an open house at George’s facility in August, which will be a wake-up call for anyone serious about landscape excellence. If you’re aiming for high-quality landscape design and construction, George’s model is one to study and perhaps emulate. Check out Coivic Contracting’s website for a glimpse into what top-tier landscaping looks like. Trust me, it’s an opportunity you won’t want to miss.