Proper advertising is part of a good marketing program and is always necessary for generating good leads. Check out various options in you area. Compare rates, circulation, market coverage, etc. When you try something new be sure you track your results (ask people where they heard of you). Only advertise where your dollar works. Talk to others to see what works best for them. Wherever you decide to advertise, just be sure you do it. No business, landscape, garden, or otherwise grows without some form of promotion.

Contacts: This is almost more important than prospecting. Every business marketing plan requires contacts and networking. Many of your contacts will generate leads. Many contacts are leads (word of mouth recommendations). Join local business or social groups. Meet people count. Meet people who want and need your landscape and garden services.

Qualification: Don't waste your time talking to wrong people. Make sure that person you are talking to is decision maker, one who can say yes and sign contract. Also make sure that they genuinely need your landscape or garden service. We have all heard of salesperson who can sell ice cubes to Eskimos, but if he exits at all, I doubt he was in business for very long.

Objections: We have all heard objections in course of our sales. You need to learn how to effectively handle objections and make them work for you. Write down objections you have encountered. Think out positive rebuttals and learn them so well that in field they are second nature. There are always new objections, so this one needs constant attention. Your selling and marketing efforts will be wasted unless you know how to convince your customer to say yes. That's next phase of landscape sale - closing deal.

Closing: This is most important aspect of sales. Obtaining yes from your client. There are many routes leading to close, but most important idea to remember is that you must ASK for sale. Many salespeople leave this out and it is reason for their downfall. Very few prospects will offer to buy your landscape and garden service (at least not on your terms), but most will say yes if asked properly and at right time.

Closing is one most important ideas of five basics presented here. It is so important that our next article will be on Closing Landscape Sale. __________________________________________

Be sure to see these other "Selling Job" articles at http://www.progardenbiz.com:

First Impressions - How can we project a good, positive professional image to a prospective client? In order to do this we need to know how people judge us. We're judged several ways.

About Author:

Tom Lanza is a Contributing Writer for ProGardenBiz Magazine, an online magazine for professional gardeners and landscape contractors. Visit ProGardenBiz to find out how you can get a free subscription, start-up guidance, business ideas and inspiration at http://www.progardenbiz.com. __________________________________________

You have permission to publish this article electronically or in print, free of charge, as long as bylines and active URL are included. A courtesy copy of your publication or location of link would be appreciated.

Let's not forget TBer who doesn't call to let you know that something needs repair. You may have done such a convincing job explaining that it was their responsibility that TBer chooses not to call. Since they don't have money to fix water leak in upstairs tub, they just let it continue. Now, we've got some mold issues and much more serious repair numbers. It's critical in my opinion that TBer call you if they have a significant repair, even if they're able to pick up tab. I want to know what's going on in my properties.

So, to summarize, I think there are some important steps to take when you sell your properties on a lease option. Take what you feel is important and incorporate it into your business if you haven't already done so.

1. Push TBer to get an inspection done. If they don't have $200 or so to do this, ensure they sign off on an inspection waiver. It's more difficult for them to come back to you demanding their option consideration and rent back due to needed repairs if they made this choice on paper and signed it.

2. Consider using part of TBer's funds to purchase a home warranty. Not only does it comfort their concern of potential repairs, it increases likelihood that needed repairs will get done. It's cheap insurance in my opinion.

3. Set up your standard operating procedure regarding repairs. Like all issues regarding properties with which you stay involved, it's important to promote and maintain consistent, documented procedures. In other words, don't have different repair policies for different properties or TBers. Choose repair responsibility method or methods you think will work best and stick with them.

4. Another item not mentioned that is also company policy is that TBer must have and maintain renter's insurance. Policies can be purchased for very little funds and it protects their personal property. Typically, these policies will also have a liability component that provides an initial layer of protection before they get to your policy. This way, if some accident happens, like tub leak above, that damages their property, they won't be coming to you first for replacement.

Selling on lease options can be a profitable technique if done wisely. Just don't go into it believing it doesn't take any work and that landlording headaches are completely removed. They aren't.

Sincerely, Tim Randle