My trip to Calscape was wonderful. Best Calscape ever. Congratulations to all who volunteered and to the PIA staff.

As usual, there were many interesting products at the small Trade Show. One was particularly interesting so I thought I would share.

If you do Color Bowls, and floral work, or just need something to accent your interiorscape work, check out www.medusafloral.com. Natural topiaries, wreaths, flower pots and natural material used to cover a wealth of interesting shapes. Stick in an orchid or two, a succulent mix and you have a focal point to write home about. Just an interesting tidbit to make your day. Toll Free: 877-766-5328 and tell them you got the info from Barb Helfman at TOPsiders.

Otherwise, consider my Client Keeper Newsletter Program. It is the 21st Century way to market to your clients. Call me at 513-205-8195 or email me at barbhelfman@aol.com

In this economic environment, the bird in the hand is worth, well, you know the rest.  That is why client retention is vital for your business.  You have to have a presence.  Remember, out of site, out of mind.

Now, physically visiting each client each month is not really feasible, is it?  You have work to do and so do they.   So, what to do?

The answer?  Client Keepers from Barb Helfman Consulting.  I’ve partnered with computer/advertising whiz MJ Gilhooley and we have a social media, today’s way to market, Newsletter Program.  For a one time fee of $750.00 we take your email list of current and prospective clients, sign a Confidentiality Agreement, and email a professionally developed Newsletter 10 times over the next 12 months.  This is not a homespun piece.  It is good looking informative and crosses their screen at least 10 times a year.  Sure saves tires and shoe leather.

The Newsletter has your company name, contact info, and a link to your web site at the bottom and is filled with links to articles of interest to Facility Managers, Property Managers, Healthcare, Hospitality and residential clients in full color and with great photos.  It even includes blurbs about Holiday (6 X per year), a "Did You Know?"  section that showcase different unusual bits about plants and containers, and a Parent’s Corner mean’t to help people instill a love of Nature in their kids. 

Now you can "touch" your clients 10 times a year and with no effort on your part.

For Questions and to sign up, email me at barbhelfman@aol.com or call 513-205-8195.

It’s a New Worls with new ways to do business.  Join the 21st Century.

Long ago I discovered that, while we may all "do" pretty much the same stuff, "who" we do it for varies based on market and selling preferences.

What do I mean by that?  If you were to take two IP companies of comparable size and gross income in two very different markets, say one in a city with tons of offices in high rise buildings and the other company in a geographic area filled with high end residential, hotels and so on but with just a few offices, their "mix" would be different.  Very different even though they gross the same amount of revenue.

To sell goods and services at an optimum rate, you need to know who to target and to evaluate where and with whom your successes have derived.  Take out your Client List.  Categorize your clients as to which demographic they fall, Offices, Hospitality, High End Residential, HealthCare, and so on.  Next, assign a dollar value to each of these clients.  I’d use one months recurring revenue as the number.  Add ‘em up.  Any surprises?  Did you learn anything?  If one market accounts for most of your income, ask yourself "why".  Is it because that is the way it breaks out in your city OR is it because that those are the markets you feel most comfortable selling to? 

Hmmm.   Makes you think.  If the answer is that these are the markets you feel most comfortable with, I suggest you start trying to sell to the others and, believe it or not, after the initial uncomfortable feeling, you will be successful there as well.  OR, and this is something that takes huge honesty to confront, if one particular Market is your cup of tea, (say Hospitality), then, go after every hotel in sight.  The main point is to make educated choices.

Now go out there and sell a few TOPsiders for me. 

It never hurts to periodically do a Sales Skills Checkup.  Here are 25 Habits that personify the Successful Salesperson.  Check the list and after each one rate how you meet it with a number from 1 (the low)  to 10 (the high).  After rating yourself, mark all the ones that need attention, then reevaluate in 3 months.  Don’t beat yourself up about this, just use it as a Guide.  Awareness is a good thing.

YOU 

1. Do what you say you will do.  Absolutely dependable.  No excuses.
2. Quickly moves to asking questions which can yield to important info.
3. Does not waste time with unimportant questions.
4. Get info to move sale ahead, even if it is not what you want to hear.
5. Establish where the sales process is and sets up times for next steps.
6. Truly engages people in conversations.
7. Avoids all scripted and automatic conversations and comments.
8. Uncovers what needs, if met, will cause the client to consider switching to you.
9. Has the patience to develop relationships over time.
10. Can adapt your service to meet different and new client’s needs.
11. Thinks about how to improve CLIENT’S profitability.
12. Helps clients solve their problems, concerns.
13. Asks for and schedules the next contact at each contact.
14. Takes notes at the Sales Call.
15. Clearly demonstrates you are listening.
16. Treats each client to a customized approach and solution.
17. Sees client’s objections as getting important information from the client.
18. Asks for referrals(names and phone numbers and permission to use their name).
19. Thanks clients for all referrals.
20. Conveys success and confidence.
21. Consistently tells the truth, does not overpromise.
22. Can tell when to move the relationship to a deeper level.
23. Conveys flexibility to others.
24. Uses drive time for informational and otivational tapes or CD’s 
25. Are Prompt for appointments.      

The above was taken from a book by Steven Schiffman and adaprted for the Interiorscape Salesperson.

Now, go sell some TOPsiders for me. 

A friend came out to visit me here in Vegas last week and she stayed at the Hilton.  What was interesting was a card in her room offerring $10 credit/voucher for any of the restaurants at the hotel for each day she opted NOT to have maid service.  She was there 4 days and chose to do just that.  The Hilton presented this as a "Green" service.  Less water for laundry, less labor, etc.  She felt good about it and the $40 voucher was enough to get her interest. 

Now, yes, it was "green", but it also mean’t a huge savings for the Hilton.  I have to believe that the cost of laundry, maid service labor costs, cleaning supples costs, water savings,  far exceeded the 10 bucks, plus this 10 bucks was spent at their restaurants so any money over that mean’t increased revenue for them as well.

Then, there is the goodwill factor as the guest perceives the Hilton to be Green. 

Pull out your thinking cap.  Is there anything you and your company can do to engender goodwill, foster Green, and make clients appreciate you?  What if every time a current client renewed you made a small contribution to their favorite charity or a local homeless or animal rescue shelter?  Yep, put on your thinking cap and when you come up with an idea let me know.  Now, get out there and sell some TOPsiders for me! 

For the interiorscaper having Five (5) $100 accounts in your market is a good thing.  What is even better?  How about Five (5) $100 accounts in one office park, or Five (5) $100 accounts in one 10 story building?  Obviously the Five (5) $100 accounts in the 10 story Building is the very best. 

 For a service company, it’s all about  density.  Lots of accounts in one smaller travel framework rather than lots of small accounts spread  over a wide area.

Building density is a powerful tool toward increased profit.  Now, you already know this, but do you have a Plan to make it happen?  In these days of stress, it is important you spend some time doing this.  First, look at your market area and then target the good, better, best scenarios.  It is even possible that add ons in a specific area can be bid more cost erffectively and put you in a better competitive position.  Sit down and get out your client list, mark up maps and develop your game plan.  Visit those buildings where you have just one or two clients, get names off the lobby list of companies and go for it.

It’s amazing how just such a game plan can have powerful results.  Just by picking up one or two strategically located accounts, your travel time, fuel costs and employee drive time can be lowered.  Makes a large improvement in your bottom line.  AND, filling in gaps between accounts can have a similar effect.

Your time is gold, whether it is Sales Time or Maintneance Time.  Make it work for you.

Bet you have somewhere a book on your shelf entitled, HOW TO GROW FRESH AIR, by Dr. Bill Wolverton.  Well, he has a new one just being published even as we speak.  This one is called, PLANTS-WHY YOU CAN’T LIVE WITHOUT THEM.    At this years Calscape in San Diego Sept 1-4, you will have the opportunity not only to purchase but to buy one that has been signed by Dr. Wolverton himself.  Bill and wife Yvonne will be at the Seminar to accept his Award as Inductee into the Interior Plantscaper Hall of Fame.

One idea is to buy several copies to give to special clients, use data for your web site or blog or Newsletter.

Great opportunity to meet and thank this industry icon.  www.pia@piagrows.org for more info.  See you there.

For some it is all year round, for others it happens in the Spring and continues through til first frost.  What is it?  White shoes?  Nope, it an extension of your interiorscape business, Blooming beds and Containers.  These are usually placed to accent an entrance, company logos, etc.  They act as visual signage.  They are an expected part of Office Park, Shopping Mall and Ofice Building.

Usually you will be working with the property owner or manager.  The property owner is most probably open to a high end look (more color changed out several times), while the property manager is more concerned about the cost.  UNLESS, the building is in the leasing stage in which case, the property management firm needs the imp0act and may be more interested in a WOW look.

Appearance is everything here.  A few 4" bedding plants planted in May may provide the right look by September but for the months prior?  You need and they want, instant gratification.  Show them, physically show them, the size most others use, the plugs vs your 6" or 8" finished product.  They’ll get it!  In this case the visual is important.  Spacing is important.  Options are important.

Future work is critical.  Remember seasonal work is just another form of recurring revenue even if it is for 6 months instead of 12.  om while the beds are in bloom this season and still spectacular, meet with your contact and discuss your ideas for "next year".  Lock in your participation.  Think outside the box.  Daylilies, pansies, bright colors mixed with greenery, even large tropical plants can make a real statement.  There was once upon a time, an interiorscaper in my city who each Summer installed a huge Banana Plant in front of a downtown restaurant.  WOW!  Did it ever get attention for the eatery.  "Meet me at the Banana Tree", could be heard around the downtown area.  One huge plant.  One attention getting Exotic.  Increased business for the client.  They repeat it year after year after year.  And, it is not just a Specimen that gets attention.  Color surrounded by greenery such as ivy or lirope can give a "full,saladlike, lush look."  Play with it and have fun.  Be elegant OR controveresial. The choice is yours and your clients.  Pique their interest.

Next, now that the season is in full swing, take a drive around town.  Check out other ‘s blooming installations.  Are they spectacular, just Ok, a mess?  Note the good and bad and make it part of your sales plan while the season is still in the swing of things.  Don’t be afraid to contact the property manager and point out the failings.  Have photos on your cell of your work.  Quick and easy.

And, for the winter months in cold climate areas, there are other Exterior Options for the savvy ‘scaper.  Think Holiday where lighting of trees and bushes is a real option and eyecatching. And, if you live in year round friendly climes, color and or tropicals in containers are good to go year round.   

Now, go out there and get ‘em, Tiger Lilies.

This concept is thanks to a lecture I heard Tom Oyler  give a while back.  His expertise is mainly in Exterior work, but these thoughts apply to any customer in any market. and for interiorscaping as well. 

What does your client think of when he or she wakes up in the Morning?     Fact is that the Property Manager/Leasing agent for a Hi rise office park has very different concerns than the High End Residential Owner does or the Manager of the 5-Star Hotel, or the Hospital Mgr and so on and so on.

To get a Map to Pleasing the Client, take out a pad of paper or work on your computer.  Divide your Client Base into the various segments and then list their concerns.  Then, and this is the important part, prioritize those concerns by type for each different type of client.

Looking at that list,  you see that for one group Price comes up first and for others it is Image.  Now, both Price and Image are important to each but they fall in different places.  Woe to the businessperson, particularly a service businessperson, who does not understand this.  They might be trying hard to work on the image part when the dollars supercede that by a long shot, or, the other way around.

So, put yourself in their pajamas and figure out what they think about when they wake up in the morning.

Here’s your chance to hear me and inventor Joe Byles give you the latest info and answer all your questions about Joey Pouches, Freedom Squares for Green Roofs and Landscaping. 

WEBINAR:  Tues., May 18th, 12 Noon -1:00 PM EST/ 9:00 -10:AM PT.

Webinar is presented as one of the series offerred by Kathy Fiedw.  To register, log on to www.jfaconsultingbiz.com, click on the  SHOP  header.  Cost is $29.00 with a portion being donated to GPGB(Green Plants for Green Buildings).  If you cannot participate, by registering, you will receive a MP3 recording!

Note:  This is NOT a commercial for products, but, instead an update on how this material is being used.  Joe has been active with Major Property Owners at the National level, has gathered a ton of Green Roof data and experience and is willing to share it will all of us.  IF YOU HAVE ANY INTEREST ABOUT GREEN WALLS, ROOFS, LANDSCAPE PANELS AND YOUR OWN INTERIORSCAPE BUSIUNESS,, REGISTER!

I PROMISE IT WILL BE INTERESTING AND HIGHLY INFORMATIVE.