Landscape Digital Show

Episode 78 of Landscape Digital Show reveals how a meaningful relationship selling narrative attracts and retains customers. One of my longtime landscaping clients helped me understand the dynamics of relationship selling with a very simple question. “What’s Next,” he asked, after a walk-through of a recently completed project. My response may not have been the most thoughtful, but it was accurate. “What do you mean what’s next, we’re done,” I replied. “You don’t get it do you,” he asked? “I guess not. Help me out, I said. My customer proceeded to remind me that years ago when our relationship began, his primary goal was to create a showplace that not only he and his family could enjoy, but also his friends and neighbors. It was apparent I was standing in the way of that vision because I had viewed our interactions as a series of business transactions, as opposed to a relationship a business has with one of its customers. That experience dramatically altered my view of selling. And I hope it has the same im