The KEY To Getting More Mowing Customers

You don't get paid more because you work more. You get paid more because of the value you provide. If you can't overcome a simple customer sale objection, you'll never scale past a single truck. Let's change your self-image, get you more customers, and close more sales. In this video, I am going to be sharing with you the 3 most common objections that we get when you are trying to close a customer over the the phone. We do a lot of calls, pending estimate calls. In fact, right now across all 3 locations, we have close to 180 pending estimates. It is our job to go into the database and actually call every single one of these pending estimates, ideally as quick as possible, so that way we can gain the sale. So the very first thing that we have to understand before we even get to the objections is that you are not your ideal customer. Ask yourself this question. Would you buy the services that you're providing? Probably not. Because why? You already know how to mow a lawn. You are very savvy with the weed control treatments. You know how to trim bushes and you know how to install mulch so you can do it yourself. You are not the ideal customer. You have to reframe your brain to understand that you are marketing to customers that value their time, they value their weekends, and they want someone someone to come out and do a high-quality job so that way they don't have to worry about this stuff. All right, these are hardworking class people. Ideally, most of them make good money. They value their time more than they do the money. And so it's our job to sell them properly. And so that's the first thing— you got to get the mindset right and understand you're not the ideal customer. Get that out of your head. We're selling a professional service so that way people get their time back and their weekends and so they can spend it with their family and their kids, which is way more important than the lawn cut or the mulch installation you're going to do. Trust me. So these are the 3 objections. The very first objection is going to be, your price is too high. In other words, it's too expensive. When a customer tells me that the price is too high, some tactical responses that you can say is, look, are you saying the price is too high or are you saying the cost is too high? Because there's a difference. The price is what you pay today. The cost is what it's going to cost you over the weeks and months of hiring a non-professional that comes out and maybe mows your lawn too short and fries the lawn in this Texas summer heat. So they can cause more damage and cost you more money. Also, this is another way we can overcome this objection. So when the customer says the price is too high, what I like to say is, hey, I'm a consumer as well. I like to shop my prices around and get the best deal. However, Mrs. Jones, cheaper is not always better. Would you agree? They're going to say yes, because any logical person realizes that cheaper is not always better. Now that we've established that cheaper is not always better, the reason why we're different, Mrs. Jones, is because all of our trucks are wrapped, all of our team speaks English, billing's super easy, it's auto-charging your card so you don't ever have to worry about it. We do background checks on all of our team members. We carry workers' comp insurance. So if a team member twists their ankle on your property, they're not going to come after you and try to sue you and take your house. We're protecting protecting you as a homeowner, Mrs. Jones, and we carry workers' compensation. So if a team member gets hurt on your property, it will go through the company because we're an established professional company. The other thing, Mrs. Jones, is we carry general liability insurance. A rock goes through your window, if we break something at your house, we're going to fix it because we carry general liability insurance that if it's a major damage case, we're going to fix it. And you have that peace of mind knowing that we're not just going to ghost you and disappear when a window gets shattered on your property. Just because things are cheaper doesn't mean that it's better. Okay, we're all about 5-star lawn services, delivering the highest quality of service. This is why we are the professionals. Oh, and by the way, in the summer, obviously the Chuck in a Truck stops showing up too, right? So like, what is your time worth, Mrs. Jones? Do you like calling around to 3 to 5 different lawn companies, spending 10 to 15 minutes on the phone trying to get the best deal when it's, you know, $5 more per cut? Like, what is your time worth, Mrs. Jones? You're only getting up there in age, right? So don't say the last part. Yeah. All right. Well, yeah, don't say the last part. All right. Number 2, second objection: I need to talk to my spouse. First thing I say when I get this objection is I first off acknowledge it and reassure. That's a good thing, Mrs. Jones. I know you need to talk to your spouse. That's very sensible of you and noble and super fair. Just so I understand, what part of this What estimate do you think they wouldn't like? And then all of a sudden they're going to start to pull the actual objection because most of the time when they're like, hey, I want to talk to my spouse, they don't have enough confidence and you're not delivering enough value to actually close the sale while you have them on the phone. In our company, we say, hey, Mrs. Jones, if you sign up today, we're going to go ahead and give you 50% off your first weed treatment. Oh, and by the way, there's no contracts at all with us because we want our quality retain our customers, not a written agreement. And the best part about it, Mrs. Jones, is you aren't billed until the service is 100% complete. So with our schedule filling up super quickly, the last thing I would want you to do is miss your spot on our schedule. It looks like we won't be out there, Mrs. Jones, until next Tuesday. All we would need today is for you to add a good card on file. Again, we don't bill you until the service is 100% complete. If we can go ahead and put a card on file today, We can secure your spot for Tuesday. That gives you 4 days for you to go back and talk to your husband about this. And the best part about it, Mrs. Jones, is now you're bringing him a solution instead of a problem. You're going to bring him a solution. Say, hey, we got 50% off. They locked us in. There's no contracts. It's all about quality. They're a military company, 5-star service. Oh, and by the way, if we change our mind, all I got to do is text them, hey, take me off the schedule. We don't want to continue. No harm, no foul. There's no cancellation fees. What do you think? Can we go ahead and put you on the schedule here today, Mrs. Jones? Boom. We're closing the sale, right? Like, it's so logical. You have to make things so easy for the customer that it literally feels stupid if they say no to what you're saying, right? It's just like, why would you not? You have 4 days until Tuesday to talk with your husband, and if anything changes, you call back. I can get you the 50% discount today. All we need is a good card on file. You're not billed until we come out and do the service. This is easy stuff, right? Easy objections. All right. Number 3, I need to think about it. This is an interesting one. I would be like, hey, again, I'm a consumer as well. You know, I want the best value for my buck of what I'm buying. Mrs. Jones, just so we're both clear on this and understand, right? Whether you think about it for a day, a week, or a month, your lawn is still going to need to be cut, right? Yes. Okay, so by you, Mrs. Jones, getting off the phone, I am the one that has all of the resources and the knowledge and the education for us to get you on our lawn service program and to educate you about our services. What other questions do you have? What more can I help you understand about how our services work, about the quality of level of service, about frequency of the services, help me help you make a decision, right? Because us not making a decision right now is not helping anybody out, you or me. And it's okay if it's a no. It's okay, Mrs. Jones, if you're like, hey, no, I don't want to move forward with it. Cool. That's better than I need to think about it. And then you get bugged by us for the next few days about a pending estimate, right? And I don't want to waste my team's time. I don't want to waste your time, right? It's very— your time is very valuable too, right, Mrs. Jones? What more information do you need from me in order to help you make a sound decision? Again, I'm okay with you if you say no. Honestly, I'm not trying to back them up into a corner to where it's like you must use Military Lawn Cuts. No, it's okay if it's a no. Just give us an answer. We need to make a decision. Humans don't like making decisions. If you offer a risk-free type of thing where there's no contracts, the quality is the agreement, right? It's so silly for the customer not to say yes. These are the 3 objections that if you master, it will allow you to absolutely grow your department absolutely grow your business, develop the skill set of overcoming objections. The reality is, is this, guys, and if you're still watching, hit the like button. I'm gonna drop some value here. Please do not get off the phone on the first objection. That is like the, the most cringiest, uncomfortable— someone, and I used to do this, by the way, so if you do that, don't feel bad, okay? I, I'm sharing this stuff with you because I'm, I'm a bit further down the journey of the salesmanship, and it's a skill set. You need to sharpen it, you need to cultivate it, and you need to grow it, whether whether you're selling lawn care or you're selling cars or you're selling your spouse on why she should marry you or you're selling your girlfriend on what restaurant you want to go and eat at tonight, everybody is either being sold or you're doing the selling. Which end do you want to be on? Do you want to get what you want in life? If so, we have to learn the skill set of sales. And why not do it in a controlled environment where you literally get paid to do it at your job and you can fail 100 times over because it's not going to affect you much because you have a job, right? And Business owners out there, like, this is the number one skill set we must master. I beg you guys, like, it is almost a requirement in our organization that you must overcome the first objection. You have to. Not to say we need to back up the customer into a corner and shove it down their throat and be like, you must sign up. But if they say, hey, you know, the price is too high, I gotta talk to my spouse, I need to think about it, it's too expensive— hey, let me explain to you why and learn how to overcome these 3 objections, and you will be able to close more sales, grow your revenue, and achieve your personal goals faster. Thank you guys so much for watching. If you want to grow a $500,000 revenue business, subscribe to the channel. That's all we talk about. All right. Have a great day, everybody.