Free or For-Fee?
The functions of tree-care professionals in America can differ greatly: by region, climate, tree species and customer relations. Arbor-care technologies themselves have changed substantially in 50 years. There is, however, one singular activity throughout commercial arboriculture that remains a constant no matter the company size, service portfolio, history, or location: that thing is site visits for sales generation. In this, many tree-care professionals attempt to create cash flows in that initial engagement (paid estimates, for example).
Nearly all tree-care companies give FREE estimates. While most tree-care professionals desire to charge for sales calls and site visits, the dynamics of FOR-FEE selling is misunderstood or undeveloped. The skill of selling FEE-BASED property visits and then implementing them as a "closing tool" is unexplored. The utilization of fee-driven engagements to precipitate higher dollar volumes within a contract, and the disciplines to achieve these ends, are even less considered or utilized.
What is your opinion worth? And, more importantly, how is your expertise valued? Do you assess yourself accurately? Confidently? In the end, it is important to remember that one universal axiom applies to our craft, "You get what you pay for." And too, “You get what you ask for.”
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