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1 THE PERFECT KITCHEN TABLE PRESENTATION Jody Shilan, MLA Landscape Ontario Congress 2012 Please Pass the Signed Contract and the Deposit.
2 WELCOME
3 THIS IS DESIGN-BUILD NOT DESIGN Run around doing free estimates and drawings Providing nursery and mason supply visits Giving guided previously built landscape tours While you try to decide if you are working with us Then negotiate any profit it out of the project BUILD
4 THE KITCHEN TABLE PRESENTATION When it comes to presentations most of us do it at the clients home at their kitchen table. We re in an uncontrolled environment where kids are crying, dogs are barking and phones are ringing. Choreograph the presentation, manage the chaos and do the deal.
5 REVIEW (THE 5 D S TO A SUCCESSFUL SALE) 1. Develop the Program 2. Determine the priority 3. Discuss the Budget 4. Design the Dream 5. Do the Deal
6 DEVELOP THE PROGRAM IF THEY COULD DO ANYTHING THEY WANTED TO Walk the property(first) Let them dream big Actively listen Ask questions Use their words Subtly reverse roles
7 DETERMINE THE PRIORITY STAGES AND PHASES What is their first priority? Does everybody agree? Is it logical? Whenever possible, choose complete projects.
8 DISCUSS THE BUDGET YES THEY HAVE ONE Yes you need to get it The layout is the layout Material selections Plants do grow Always options
9 DESIGN THE DREAM
10 DO THE DEAL WALK IN THE PARK Natural succession Review everything No possible excuses No TIO opportunities Signed, Sealed, Delivered
11 THE KITCHEN TABLE PRESENTATION Do the Deal 1. Preparation 2. Presentation 3. Closing What is the best day to close? Who sits where? Work a little magic.
12 MY BACKGROUND Green Industry for 30+ years BSLA, Cook College, Rutgers University MLA, University of Massachusetts President of the New Jersey Landscape Contractors Association (NJLCA) Sold over $30,000,000 D/B/I work Editor of Design/Build/Sales Coach and Consultant
13 MAGAZINES ARTICLES AND COLUMNS LAWN AND LANDSCAPE PRO MAGAZINE PLANET ADVANTAGE LANDSCAPE MANAGEMENT LANDSCAPELEADERSHIP.COM FROMDESIGN2BUILD.COM GREEN MEDIA ONLINE IRRIGATION AND GREEN INDUSTRY TOTAL LANDSCAPE CARE
14
15 TRADE SECRET
16 THE JERSEY SHORE
17 REAL HOUSEWIVES NEW JERSEY
18 Subject - Landscape Ontario Copy of Power Point Presentation 1 Year Subscription to Phones on Vibrate
19 REAR YARD - MASTER PLAN
20 SWIMMING POOL
21 DID YOU KNOW When asked for a business card by a potential client, more than 50% of Landscape Contractors do not have one available. Which half are you? Let s find out!
22 PROPOSAL キャシー 少年たちの学校は Triple Z Landscapes, LLC proposes 6 月の第 4 回のうち入手し それらを再度 8 月 17 日前後に開始されます 我々は 学校のカレンダーで約 3 週間前にしています 我々は 6 月下旬 7 月上旬に旅行を探している 種の私の誕生日 PAVER PATIO 7 月 1 日前後 マットのフットボールシーズンの最後のヌヘンリー週 7 月にも開始されます そして彼のための利用できるようにする必要があると彼はこのサッカークラブの新機能です 私は マット 4 月 5 日 BOXWOOD 彼の春休みを利用している - 第 9 回知っている 私はかなり他の 2 つを行うのも確信しています 場合は スキーを決定する我々は非常に簡単に皆さんに参加できます あなたが暖かいのロケールを考えていますか? 太陽とビーチ? ;) だけで決定する日たちを維持する 私たちは春休みのために何を計画されません 繰り返しますが TOPSOIL 我々に皆さんを計画して MULCH 我々は我々のスケジュールで作業をしようとする聞かせください 良いものがあります 私も加えて知っている抱擁するすべてのカリン TOTAL $43,850.00
23 MASTER PLAN
24 WHICH WOULD YOU CHOOSE? キャシー 少年たちの学校は Triple Z Landscapes, LLC proposes 6 月の第 4 回のうち入手し それらを再度 8 月 17 日前後に開始されます 我々は 学校のカレンダーで約 3 週間前にしています 我々は6 月下旬 7 月上旬に旅行を探している PAVER PATIO 7 月 1 日前後 7 月にも開始されます そして彼のための利用できるようにする必要があると彼はこのサッカークラブの新機能です 私は マット4 月 5 日 BOXWOOD 彼の春休みを利用している - 第 9 回知っている 2つを行うのも確信しています あなたが暖かいのロケールを考えていますか? ;) だけで決定する日たちを維持する 私たちは春休みのために何を計画されません 繰り返しますが TOPSOIL 我々に皆さんを計画して MULCH 我々は我々のスケジュールで作業をしようとする聞かせください 良いものがあります 私も加えて知っている 抱擁するすべてのカリン TOTAL $43,850.00
25 CUSTOMERS WANT TO BUY!
26 Preparation 1. Call and confirm appointment
27 Preparation (practice, practice, practice) 2. Review Design Proposal Legalese
28 Preparation 3. Know the schedule 4. Sign the proposal 5. Plan options and phases
29 Hints Be ready, be relaxed and always be positive Take off your shoes Who sits where Start with a little chit chat
30 WHO SITS WHERE? Let s have some fun : ) Each table 1 person raise your hand You are #1 Count off clockwise 1,2,3 2 (designer) talk to 1(husband) and 3 (wife) If less than 3 you guys watch 1 (designer) talk to 2 (husband) and 3 (wife)
31 PLEASE READ Let s start in the front yard As you can see, we ve designed a new front walkway with new foundation plantings to provide you with curb appeal. In the back yard, there is a new patio design, with a seat wall and perennial plantings to provide you with seasonal color.
32 WHO SITS WHERE? Let s have some fun : ) Each table 1 person raise your hand You are #1 Count off clockwise 1,2,3 2 (designer) talk to 1(husband) and 3 (wife) If less than 3 you guys watch 1 (designer) talk to 2 (husband) and 3 (wife) If less than 3 you guys watch
33 PLEASE READ Let s start in the front yard As you can see, we ve designed a new front walkway with new foundation plantings to provide you with curb appeal. In the back yard, there is a new patio design, with a seat wall and perennial plantings to provide you with seasonal color.
34 WHO SITS WHERE? Let s have some fun : ) Each table person closest to me raise your hand You are #1 Count off clockwise 1,2,3 2 (designer) talk to 1(husband) and 3 (wife) If less than 3 you guys watch 3 (designer) talk to 2 (husband) and 1 (wife) 3 (designer) roll out your plan If less than 3 you guys watch
35 PLEASE READ Let s start in the front yard As you can see, we ve designed a new front walkway with new foundation plantings to provide you with curb appeal. In the back yard, there is a new patio design, with a seat wall and perennial plantings to provide you with seasonal color.
36 ABRACADABRA
37 WORKS LIKE MAGIC
38 PRESENTATION (table revisions) Fence? Steps? Car Passing? Privacy? Pergola?
39 The Presentation (keep it conceptual) 6. Present the experience not the materials
40 MASTER PLAN
41
42
43
44
45 The Presentation 7. Always focus on the client and the project (not yourself)
46 Hints During your presentation don t complain about anything (ever), especially other customers.
47 The Presentation 8. Present the proposal in order and always refer to the plan.
48 PROPOSAL WRITING As per plan, As per plan, As per plan Proposal templates (QuickBooks) Order of installation 1. Tree removal 2. Demolition 3. Excavation and Grading 4. Hardscape 5. Landscape Refer to plan during presentation
49 The Closing 9. Show me the money Answer all questions Discuss payment schedule Bad Deposit Moves Money isn t funny
50 The Closing 10. What happens next Review project and process Who to contact Q and A (again)
51 Hints Leave (yes leave)
52 Survey / Tube Winner / Questions Make your home, your vacation home! 52 Thanks! Jody Shilan
53 HELP CHANGE THE PERCEPTION Landscaper Landscape Contractor
54 QUESTIONS
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Drill 1: Giving and Receiving (Part 1) Directions: Describe each picture using the verb of giving and the verb of receiving. (1) (2) (3) (4) 1 (5) (6) Drill 2: Giving and Receiving (Part 1) Directions:
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外国語科 ( 英語 Ⅱ) 学習指導案 A TOUR OF THE BRAIN ( 高等学校第 2 学年 ) 神奈川県立総合教育センター 平成 20 年度研究指定校共同研究事業 ( 高等学校 ) 授業改善の組織的な取組に向けて 平成 21 年 3 月 平成 20 年度研究指定校である光陵高等学校において 授業改善に向けた組織的な取組として授業実践を行った学習指導案です 生徒主体の活動を多く取り入れ 生徒の学習活動に変化をもたせるとともに
Housing Purchase by Single Women in Tokyo Yoshilehl YUI* Recently some single women purchase their houses and the number of houses owned by single women are increasing in Tokyo. And their housing demands
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B. Quick Q&A (2-3 minutes) 1. Do you often ask for other people s advice? 2. In what situations do you usually ask for advice? 3. Why is it important
Intermediate Conversation Material #26 DO YOU THINK I SHOULD Advice Exercise 1: Picture Conversation A. Read the dialogue below. 次の会話を読んでみましょう Do you think I should go with red or blue? I think red will
B. Quick Q&A (2-3 minutes) 1. Is there a bank in your area? 2. What are some bank companies in your country? 3. Do you trust banks? 4. Do you set asid
Intermediate Conversation Material #59 I D LIKE TO OPEN AN ACCOUNT Banks and Money Exercise 1: Picture Conversation A. Read the dialogue below. 次の会話を読んでみましょう Hi, good morning. I d like to open an account.
Communicative English (1) Thomas Clancy, Roman Greco Communicative English (CE) I is an introductory course in Spoken English. The course provides freshmen students with the opportunity to express themselves
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J-POP The Use of Song in Foreign Language Education for Intercultural Understanding: An Attempt to Employ a J-POP Covered in Foreign Languages SAKURAI Takuya and OGAWA Yoshiyuki This paper attempts to
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Thanks for sending me Musashino University International Communication News Letter. I was graduated in 1996, and I came to America in 1998. It has been 10 years since I left Japan. I have a beautiful daughter.
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No.132 2011.10 REPORTS TOPICS Last year, the Public Relations Committee, General Affairs Section and Professor Tomoki Machida created the IIS introduction video in Japanese. As per the request from Director
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/ Steve Jobs, 1955 2011 2005 6 I m convinced that the only thing that kept me going was that I loved what I did. You ve got to find what you love, and that is as true for work as it is for your lovers.
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The Key Questions about Today's "Experience Loss": Focusing on Provision Issues Gerald ARGENTON These last years, the educational discourse has been focusing on the "experience loss" problem and its consequences.
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