Lots of people give you lists of “What to do”. How ‘bout if I give you “What Not To Do” for Holiday Sales. Here, in no particular order, are four don’ts for the Season.

Don’t Sell a Specific Ribbon Pattern - Show the client ribbon samples but warn them that the delivered product will be the same color way, the same quality, and very close but not exact.

This avoids disappointment when the identical ribbon is not available.

Don’t Specify an Exact Time - Take a page from appliance deliveryman and other service providers, set up a “window” for delivery. Nail down the day (Tuesday), the date (the 19th) but not an exact hour. “Before noon” or “before 5″ for example, and then, if possible, have D & I confirm with the client the day before and, of course, if you’re stuck in a blizzard use your cell phone for a courtesy update.

Don’t Expect Smooth Sailing - This is a seasonal version of Murphy’s Law. If the tree stand can break, it will. In fact, have an informal, brain drain and come up with all the stuff that can go wrong and, then, plan for them. Extra lights, stands, ribbon, wire, tool kits, first aid kits, etc. should be on every van.

Don’t Sell When You Can Lease - 80+ percent of your Holiday clients repeat year after year. This makes them a “recurring” revenue client just like your ‘scaper jobs only instead of monthly, they’re yearly. That means that if you sell them décor items you get the cash infusion Year 1 but after that you just get paid for labor and storage. Not the best scenario.

Instead consider leasing. Assume your artificial greenery, trees, wreaths, etc. will last between 5-7 years, lights and ornaments will last 3 years and so on. Price to get cost of all goods, labor to fabricate, deliver, install, take down, and your cost of storage back Year 1, Year 2, Year 3, and so on. Notice that after Year 2 you’ve made as much as if you’d sold product. Year 3 you make the profit again and for every year thereafter. Yes, it takes deeper pockets but it’s well worth it in the long run.