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Ep 115. Selling Smarter: On-Site Sales, SOPs, and Running Lean

⏱️ 1:04:22 🎤 Jason Lee, Jordan Upcavage
AUDIO EPISODE
Ep 115. Selling Smarter: On-Site Sales, SOPs, and Running Lean
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Chapters

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  • 0:00
    Lean Scaper & Lana AI
    Jason discusses attending a Lean Scaper operations intensive event and the potential of Lana AI for creating SOPs and streamlining business processes.
  • 15:33
    Cost & Implementation
    Jason talks about the cost of Lean Scaper and the importance of user adoption for any new system, even with the best tools.
  • 18:41
    Lean Team Management
    Jordan shares his experience with reducing staff and operating a leaner, more efficient tree service business, including a recent employee termination.
  • 29:01
    Professional Termination Response
    Jason commends Jordan's professional handling of an employee termination, hinting at the dramatic details for in-person sharing.
  • 30:01
    Frankenstein Tree Project
    Jordan describes a complex tree bracing and lightning protection project, detailing the challenges and unique solutions, including the use of 'coupling nuts'.
  • 42:31
    Two Days Booked
    Jordan expresses his relief and satisfaction at having two days of work scheduled, a significant improvement after a period of day-to-day work.
  • 46:44
    On-Site Sales Success
    Jordan shares the successful closure of a challenging tree removal job, attributing it to his detailed proposal, including a video link and equipment list.
  • 50:39
    Design-Build Sales Approach
    Jason outlines his company's on-site sales process for design-build landscaping, focusing on understanding client needs and conducting site analyses.
  • 1:03:26
    On-Site Proposal Tools
    Jason discusses the use of tablets and tools like Company Cam for creating visual concepts and proposals on-site for design-build projects.
  • 1:23:37
    Jordan's Sales Process
    Jordan details his comprehensive on-site sales approach for tree care, emphasizing client education, open-ended questions, and transparent options.

Speakers

J
Jason Lee
Host — seasoned landscaper
J
Jordan Upcavage
Host — true tree whisperer

Key Takeaways

✦

Implement SOPs for consistency and efficiency, even if they evolve from existing practices.

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Utilize technology like AI-powered tools (e.g., Lana AI) to create and manage dynamic SOPs and checklists.

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Maintain a lean and efficient team to maximize productivity and job satisfaction.

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Prioritize client education during on-site visits to empower informed decision-making.

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Provide thorough and transparent proposals, leveraging multimedia (e.g., videos, equipment links) to enhance clarity.

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Address potential concerns like utilities early in the site analysis to prevent costly issues.

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Offer multiple options and pricing scenarios, but also advise clients on the best long-term solutions, even if it means delaying a smaller project.

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