Landscapers Will Keep Undercharging Until They Redefine What Sales Really Means

⏱️ 16:07 🎤 Joshua Gillow, Savannah Gresham

AUDIO EPISODE

Landscapers Will Keep Undercharging Until They Redefine What Sales Really Means

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Chapters

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0:00

The 'Three Ss' of Sales

Joshua Gillow introduces his core framework for sales success: State, Story, and Strategy, emphasizing the importance of internal mindset over mere tactics.
0:58

Early Entrepreneurial Journey

Gillow recounts his beginnings, from selling rocks at age five at his mother's garden center to starting his first landscaping business, Timber Rock, at 18.
7:34

Father's Influence on Sales

Joshua shares his father's foundational business philosophy: 'If you can help somebody, if you can serve them, if you can add value upfront, the money will always follow.'
15:30

Overcoming Money Mindset

Gillow details how his limited 'poor money mindset' initially hindered his ability to charge appropriate prices and how he learned to overcome it.
24:35

From 25 Cents to $250K Projects

He illustrates his progression from selling 25-cent rocks to managing multi-hundred-thousand-dollar projects, attributing this growth to personal development.
26:22

Business Growth Mirrors Personal Growth

Gillow asserts that a business's growth is directly tied to the personal growth of its owner, stressing the need for continuous self-investment.
28:55

The Journey Versus The Goal

The discussion shifts to the importance of appreciating the 'journey' and 'becoming' rather than solely focusing on achieving a goal, to avoid dissatisfaction.
31:47

The Gap and The Gain

Savannah introduces the concept of 'The Gap and The Gain,' encouraging reflection on progress instead of dwelling on the distance to a goal.
33:20

Transformation Target vs. Goal

Savannah elaborates on setting 'transformation targets' (who you want to become) over mere goals (what you want to accomplish), leading to more sustainable growth.

Speakers

Joshua Gillow

Host — Host of Sales Made Simple for Outdoor Living Pros

Savannah Gresham

Mill Creek Marketing

Key Takeaways

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Cultivate a positive internal 'state' and a supportive 'story' about selling before implementing any sales strategies.

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Reflect on and challenge your money mindset; if you feel conflict presenting prices, it likely stems from your own financial beliefs, not the client's capacity.

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Recognize that scaling your business and project values requires personal growth; your business won't outgrow you.

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Invest in continuous self-improvement and learning, as personal development is key to handling larger projects and client expectations.

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Focus on 'becoming' the person who can achieve your goals rather than just the goals themselves, finding satisfaction in the journey and celebrating milestones.

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Prioritize adding value and serving clients; financial rewards will naturally follow from a service-oriented approach.

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