Take a look at our August newsletter!
The Landscaper’s Guide to Modern Sales and Marketing Newsletter
AUGUST 2024
HOW A WELL-TRAINED TEAM AND CLEAR SALES PROCESS TURNED CHALLENGE INTO OPPORTUNITY Potential Crisis to Smooth Sailing
When a key team member takes time off, it can easily spell disaster for your business, especially for your sales department. Not too long ago, we faced a similar scenario here at Ramblin Jackson, and the results proved that all our hard work in cross-training and precise protocols was well worth the effort. No chaos, no theatrics, and no missed sales. Here’s how: Our Sales & Marketing Manager, Jamie, had to fill in for Robert, our key salesperson, who was out of town. This situation could have easily turned into a crisis, but thanks to our well- established, milestone-based sales process, it was clear to everyone involved what the next steps needed to be. This system didn’t just help Jamie; it ensured a smooth experience for our client and the whole team. The experience highlighted the undeniable value of detailed sales frameworks, proper cross-training, and robust team support. Having a clearly defined sales process allowed Jamie to step in and close the sale seamlessly. It’s crucial not to have just one person with all the sales knowledge. If they’re gone, you’re stuck. Instead, Jamie could rely on the groundwork laid out by the stages of our sales process, which she was familiar with, thanks to our commitment to cross-training. Cross-training is vital. It ensures that any team member can jump in and keep the wheels turning, no matter the circumstances — be it
someone falling ill or taking a well-deserved vacation. In our sales department, everyone, from those handling website reviews to leading brainstorming sessions, must understand how to guide a sale to close.
to reinvent anything; she just had to follow the script and utilize the milestones we had set. We support this with clear outlines and even videos that guide our team and clients through each phase of the process, reducing reliance on any “unicorn” team member.
To boil it down, here are three tips to make your sales process bulletproof:
During a recent meeting to create a Sales Playbook for a client, I was stunned to find that their team had never collaborated on sales. You cannot have your employees working in silos. Your business needs a structure that supports team collaboration at every point of the process. Every team member should feel supported; that way, when the time comes for a team member to step up, they don’t feel like they were thrown into the deep end without a life jacket. In Jamie’s case, it was about building on the existing knowledge and tools we had prepared, like a tapestry. She didn’t need “It’s crucial not to have just one person with all the sales knowledge. If they’re gone, you’re stuck.”
1. Clear, Milestone-Based Sales Process: Have this branded on your website so it’s transparent to your team and clients. 2. Scripting and Detailed Outlines: These should guide how sales meetings are run, ensuring consistency and confidence among your team members. 3. Supportive Milestone Videos: These help everyone understand exactly where they are in the process, keeping both clients and team members aligned. I’m planning some time off in September, and with our systems in place, I’m confident the team will handle everything perfectly in my absence. This approach doesn’t just apply to sales; it’s a strategic way to ensure your business thrives, no matter who is on the clock.
JACK JOSTES, CEO RAMBLIN JACKSON
RamblinJackson.com • 1
Read It in Your Truck on a Rainy Day
BACK TO SCHOOL, BACK TO BUSINESS SIMPLE STEPS TO CONVERT SUMMER LEADS INTO AUTUMN GOLD
Follow-Up Doesn’t Have to Be Time-Consuming While following up might seem daunting, especially if you’re recalling lost leads from memory or a scattered database, it doesn’t have to be. If your business hasn’t tagged leads in a CRM system, a quick review of your calendar or email archives can help identify who you spoke to in June or July. Look for terms like “proposal” in your sent emails inbox to pinpoint potential follow-ups. Hopper Dropper Approach: Email and Phone Sending an email is a great first step, but pairing it with a phone call can significantly enhance your chances of reengaging a lead. Think of it as a hopper dropper strategy from fly fishing, where you have a visible lure on the surface and another tempting the fish below — doubling your chances of catching that elusive client. Applying this method to your follow-up process means engaging potential clients at multiple touchpoints, increasing the likelihood of converting them. Ready to Rekindle Those Leads? Whether you’re unsure about crafting that perfect email or prioritizing which leads to contact first, we’re here to help. Schedule a 15-minute Marketing Brainstorm with us today, and let’s turn this busy season into a profitable one.
Fortunately, back-to-school season is here, and now is the time for parents
to start getting organized and back into their usual routine. For us in the landscaping industry, it’s the perfect time to revisit spring and summer leads that didn’t quite bloom into contracts. Here’s a simple but effective strategy to rekindle interest and transform
potential clients into long-term customers.
A Simple Reminder Can Go a Long Way Life gets hectic. With everything people have on their plates, landscaping can easily slip through the cracks of a busy summer schedule. But now, as routines settle down as the school year starts, it’s an ideal time for a gentle nudge. We’ve seen time and time again how a straightforward follow-up email can often spark the response, “Thank you; we’ve been meaning to do this!” Craft the Perfect Follow-Up Our team has crafted an easy-to-use email template that cuts straight to the chase. The magic lies in simplicity: “Have you solved [insert their initial concern] yet?” That’s the entire email — no fluff, just a direct question that prompts a direct response. This approach makes it clear and easy for clients to jump back into a conversation with you.
PSYCHOLOGY OF SUCCESS Harnessing the Power of a Growth Mindset
While there are no treadmills for the mind or ellipticals for our neurons, science tells us that mental exercise can help us obtain a growth mindset. The American Psychological Association defines a growth mindset as “the belief that a person’s intelligence and abilities can grow and improve with practice.” A growth mindset is the antithesis of a “fixed mindset,” which people exhibit when they quickly give up if they can’t solve a problem. Nurturing a growth mindset, in contrast, can help you view failure or setbacks as opportunities for learning. More Than Effort Having a growth mindset is about more than just effort. It is the belief that you can develop your abilities and talents, as well as a perspective on how you approach life’s lessons and learning. That belief allows you to learn more quickly and achieve greater results, no matter what you aim to achieve. This does not mean simply having an open mind; it also means finding a way to
continue striving to improve your knowledge, attitude, and performance. Some call it having “grit.”
Cultivating Success With a growth mindset, success plays second fiddle to self- improvement. Celebrating the effort we put into each task motivates and encourages us to work harder and accomplish more in the future. Rather than focusing on the destination, the focus is on the journey. A growth mindset is a great way to become more positive, successful, and adaptable. By incorporating more facets of a growth mindset into your life, you will be well on your way to changing things for the better. I try to hire people who share our Grow or Die Core Value, because I know they’ll continue to grow and inspire others to do the same. But it ultimately starts with you - the leader of the company. What will you learn in the second half of the year that you don’t already know?
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Read It in Your Tru
UPCOMING EVENTS Set to Scale: The Profit First Scalable Growth Business Model for Landscapers Aug. 22, 10 a.m. MT • Virtual Webinar With Special Guest Christeen Era from Green Profit Academy SAVE THE DATE 5th Annual Landscaper’s Summit
TAKE A BREAK
Oct. 10, 9 a.m. – 3 p.m. MT Registration opens soon!
BACKPACK BEES MELON MOON
MUSTARD OLYMPICS PEACH SANDCASTLE
SCHOOL TWINS VACATION ZUCCHINI
LandscapersGuide.com/events
Schedule a 15-minute Marketing Brainstorm with one of our Landscape Marketing Assistants. In just 15 minutes, they will: • Offer game-changing feedback on your marketing ideas. • Find gaps in your existing campaigns. • Discuss your best marketing strategy. • Share next steps for success! This is a quick, easy, no-pressure call — and we’ll even send you beef jerky or candied almonds for your time. Visit LandscapersGuide.com/brainstorm to schedule your Marketing Brainstorm today. READY TO LEVEL UP YOUR MARKETING AND GET MORE HELL YES CUSTOMERS?
RamblinJackson.com • 3
uck on a Rainy Day
PRST STD US POSTAGE PAID BOISE, ID PERMIT 411
1 How Does Your Sales Process Hold Up? 2 Reignite Your Lost Leads This August With This Simple Trick 2 The Role of a Growth Mindset in Overcoming Challenges 3 Upcoming Events 4 Why You Should Never Settle for Less When Hiring INSIDE PO Box 1429 • Lyons, CO 80540 (303) 544-2125 • ramblinjackson.com
Build Your Dream Team How Strategic Hiring Can Enhance Your Team
We just welcomed a new Rambler to the team, and while we could say we were lucky to find Hayden, we were incredibly intentional in our search for our perfect candidate. We didn’t just want anyone — we had a specific profile in mind. We envisioned someone who embodies the spirit of a Rambler, an Eagle Scout, a college student, and someone in the Boulder area. Seems almost too specific, right? Well, we found just that! Let’s dive into why having a clear candidate vision is vital and how you can find your next Hell Yes employee. The Vision Behind the Hire When planning to recruit, having a clear vision of who you want to join your team is crucial. For us, the process was about more than filling a position — it was about enhancing our team’s dynamics with someone who could contribute uniquely and evolve within our company. This meant
holding out for a candidate who didn’t just meet our needs but truly resonated with our long-term goals and values. Craft the Right Job Listing To attract someone like Hayden, we tailored our job listing specifically. It wasn’t about casting a wide net but crafting a call that would resonate deeply with the kind of person we envisioned. This approach turns the usual tedious recruitment process into a targeted search for that Hell Yes employee — someone as excited to join us as we are to have them. The Benefits of Hiring Green One might wonder about hiring someone relatively inexperienced, like a college student. Freshness isn’t a drawback; it’s an asset. New team members bring new perspectives and are eager to absorb our culture and processes. With Hayden, we saw an opportunity to mold a talented
individual without the need to unlearn any ingrained habits from previous jobs.
The Outcome The result? We didn’t just fill a position. We started a potentially long-term relationship with a team member who promises to grow and positively impact our operations. Hayden’s arrival is a testament to our commitment to quality and fit rather than settling for convenience. If you’re reading this and wondering how to replicate our recruitment success, schedule a 15-minute Recruiting Brainstorm Call at RamblinJackson.com/recruiting to create a game plan for recruiting your next hire. It’s all about envisioning the right fit and creating the environment and the opportunity that attracts them. Never settle for less because the perfect Hell Yes employee is out there!
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