Converting Design-Build to Maintenance with Jeffrey Scott

The Ultimate Landscape CEO - Jeffrey Scott

Jeffrey Scott is interviewed by Kelly Dowell (owner of Keldo Digital) where Jeffrey discusses various aspects of converting design-build into maintenance clients.

Jeffrey touches on topics such as the role of the enhancement salesperson, the timing of introducing the maintenance account manager to clients, and strategies for kickstarting a weak maintenance division. They also explore marketing methods for maintenance services and ways to showcase the long-term benefits of maintenance. Jeffrey Scott shares many insights from his own business and also from his high-impact peer group community and how it helps landscape companies achieve their goals.

Takeaways from this podcast

• Converting design build projects into ongoing maintenance customers is important for the stability and long-term value of a business.
• Companies often struggle with selling maintenance due to a lack of focus, the wrong salespeople, and a lack of a sales process.
• Clients may opt out of purchasing maintenance due to existing providers, cost concerns, or the belief that the project is maintenance-free.
• Selling maintenance requires selling the need, selling the vision, and selling the maintenance team.
• Structuring maintenance offerings can include tying warranty to maintenance, but including maintenance in the price may not be the best approach.
• Tailoring custom maintenance plans can help meet the specific needs of clients and maximize margins through enhancements.
• Different salespeople should handle design build projects and maintenance, with account managers often selling enhancements. The enhancement salesperson is a separate role with their own crew, and the account manager invites them in to make the sale.
• Robotic mowers can be a way to extend a design build company into maintenance, but it’s not a complete solution.
• Introducing the maintenance account manager to clients should be done strategically, either in the middle or towards the end of a project.
• To kickstart a weak maintenance division, create mini games to track client conversions and offer incentives to the sales team.
• Marketing for maintenance services can be more challenging than marketing for design build, but it’s not impossible.
• Showcasing long-term benefits of maintenance can be done through client testimonials, garden tours, and videos.

• Joining Jeffrey’s Leaders Edge peer group community can provide support, tools, and guidance for achieving business goals in the landscaping industry.

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