In the landscape industry, winning new projects isn’t just about chasing leads — it’s about running a sales process that protects your margins, saves time, and attracts the right clients. Our Sales Execution Playbook, presented by Chris Psencik at ACE Connect 2025, offers practical strategies for landscape companies looking to grow smarter. Here are the top takeaways.
1. Screen Leads to Focus on the Ideal Client
Not every landscape project deserves a full design. Strong lead vetting ensures your team spends time on clients who are ready to move forward. In landscaping, this means:
- Asking questions about project goals and budget
- Using pre-qualification methods to identify serious clients
- Conducting initial discovery conversations
- Offering consultative options
2. Use Design Agreements to Secure Commitment
A design agreement does more than cover your time; it sets professional expectations, helping clients:
- Articulate the vision for what will be delivered as part of the project
- Outline how revisions or changes will be handled
- Address timing and scheduling considerations
This step filters out tire-kickers, positions your team as professional and reliable, and increases the likelihood of project follow-through.
3. Sell Value, Not Just Price
Landscape clients are not only comparing costs, they are looking at long-term results, quality, and overall experience. Selling value in landscaping includes:
- Sharing examples of past work
- Explaining long-term benefits of materials and designs
- Incorporating maintenance or care considerations
4. Leverage Your Schedule and Manage Expectations
Your schedule and communication can be powerful sales tools. This includes:
- Being transparent about availability and project timelines
- Setting clear expectations around scope and outcomes
- Proactively addressing potential challenges or site conditions
When clients see that your team is organized, professional, and communicative, they understand the value of working with you and are more likely to move forward confidently.
Bottom Line
For landscape companies, success comes when you align smart lead vetting, secure commitments early, sell value, and manage client expectations with transparency. Doing so protects margins, reduces wasted time, and positions your team as the go-to choice for clients who value quality and reliability in their outdoor spaces.