March 31st, 2021 | BY SCOTT MOLCHAN
Have you ever had a customer ask if you could lower your price? And out of fear, you decided to lower it and end up losing money?
Confidence and competence are two different things. I'm sure you know somebody who is very confident in their skills but is not really competent when it comes to delivering the said skills.
You can be as confident as you want, but if you are not really competent at what you do, it will be easy to see if the work you did is garbage. It also goes to the business side of managing a landscaping business. You may have done a great job completing various landscaping projects but are still struggling to manage the business.
You're confident in your landscaping skills but not competent in business operations. Though you can hide this and nobody can know, you need to work on fixing it before it becomes a BIG problem.
Are you confident in your landscaping skills? If so, that's good. Are you confident as a business owner? That's a different question.
Growing a landscaping business is more than just going to the job site, installing mulch, building a driveway, patio, creating a water feature, or deck, etc… Much of it happens in the back-end.
One important element is "knowing your numbers." Being a landscaping coach and founder of the Million Dollar Academy, I'm happy and proud that our members are learning to become confident with their numbers.
Numbers can make or break a business. Oftentimes, you are scared to walk away from a customer who wants to have the work done at a cheaper price. You're afraid because you badly need the job and, as a result, you bite the low-ball offer which leaves you with little to no profit.
That's the common scenario in the landscaping business. Avoid that rookie mistake and learn how to be confident in your numbers. We teach this lesson in the Million Dollar Academy. Once you already know your bottom dollar and your profit margin, you can negotiate better and walk away comfortably without regrets or second thoughts.
How many times you've said yes to but ended up being not profitable? Knowing your numbers allows you to have wiggle room and become a better negotiator. This also helps you save time because you don't have to drive for hours to the customer's house and realize that they're not a good fit. You can just tell them your bottom dollar via the phone and if they don't agree, you can simply proceed to the next estimate.
Are you confident in saying, "No"? Homeowners will pick up on your confidence. Being confident in your business makes you more professional. Don't react out of fear or panic. React according to your profit margins.
Sometimes, it takes time for things to settle in. But if you really want to take your business to the next level, you should work on improving yourself. It's not just about being confident with the numbers, but also about hiring employees, building your team, and handling business operations.
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