Help your landscaping clients re-think what you do and what it will do for them. It’s not an expense. It’s an investment.
“How much is this going to cost me?” Landscapers get used to this question because they hear it all the time. Homeowners don’t expect things to be free, but they often are surprised by the cost of a landscaping proposal.
That’s because there’s a disconnect happening. Homeowners don’t live in a landscaper’s world. They have little to no idea of the costs involved in the process. This lack of perspective sometimes causes them to be surprised by what they perceive is a lot of money for what you’ll do.
Landscapers can soften this sticker shock by helping clients re-think how they look at what you do and what it will do for them. It’s not an expense – it’s an investment.
Doing the math
As a professional, you know the value of the service you provide – but you’ve also got to make sure prospective clients can see this, too. Don’t take it for granted that they know just how much value landscaping can add to a property. Well-landscaped homes enjoy a significant price advantage over those with a poor curbside presentation.
You’ll also want to make sure they understand that landscaping is one of the few home improvements that actually increases in value as time goes by.
By the numbers
According to a recent report by the San Francisco Chronicle, it’s generally accepted that landscaping can increase a home’s value from 5.5% to 12.7%. That range depends on a home’s original value and the type of landscaping involved. Let’s say your prospective client has a home currently appraised at $300,000. This can translate into an additional $16,500 to $38,100 in selling power if it is appropriately landscaped.
Don’t assume, either, that a homeowner truly understands what’s involved with undertaking a landscaping project that will offer this type of return on investment. Blame it on TV if you want. We’ve all been exposed to plenty of DIY cable shows where the host spends less than a minute planting a shrub, and the scene transitions to reveal an amazing landscaped transformation.
Homebuyers want sophisticated landscape designs that go way beyond flowers and shrubs. They’re looking for hardscaping and design that attaches yards to the local environment. It becomes even more valuable when the overall design is demonstrated by mature plants and trees.
Mature specimens cost more. Yes, that’s obvious – but when it’s not placed in perspective, the proposal for an ambitious landscaping project can seem like costs have gotten way out of hand. You can tame that concern by being prepared to show what’s really behind that investment number – and how it pays off.
You get what you pay for
If it’s so easy, why doesn’t everybody’s yard look amazing? You, of course, can’t say this to a prospective client. It is important, though, to remind them that your business is in the profession of landscaping. It’s more than picking out attractive plants. It’s a combination of botany, geology, spatial design, and project management.
Look for ways to demonstrate these often-overlooked services that come as part of your landscaping package. Homeowners looking to increase the value of their property – whether it’s for a long-term investment or a quick sale – want to deal with people who can show them a return on the investment.
One way you can increase your profit margins is to follow your own advice and invest in increasing the overall value of your landscaping business.
Battery-powered electric landscaping equipment can drastically reduce your operating costs, in terms of both fuel and the manpower required. Use this calculator to see how fast a Sherpa battery-powered electric mini skid steer or electric wheelbarrow can pay for itself – and then start adding profit to your landscaping jobs.
