Skip to content
POWER100
Join Free
Content

What Outdoor Living Pros Can Learn From Clients Who Say “We’re Fine With What We Have”

⏱️ 9:38 🎤 Joshua Gillow
AUDIO EPISODE
What Outdoor Living Pros Can Learn From Clients Who Say “We’re Fine With What We Have”
0:00
0:00

Chapters

Click to jump to section

  • 0:00
    The Joy of Blank Slates
    Joshua Gillow shares his passion for the industry, highlighting the excitement of creating magical outdoor spaces from scratch.
  • 2:18
    Clients with Existing Spaces
    Gillow addresses the challenge of clients who have existing outdoor features and the lower sense of urgency for upgrades compared to blank-slate projects.
  • 4:10
    Personal Justification for Upgrade
    Gillow shares a personal anecdote about his own deck, explaining why he hasn't upgraded it despite being in the industry, illustrating the 'good enough' mentality.
  • 6:35
    Emotional vs. Logical Purchase
    The host discusses the emotional and logical justifications clients go through when deciding on a purchase, especially for upgrades.
  • 9:20
    Understanding Client Psychology
    Gillow emphasizes the importance of understanding the psychological and emotional resistance clients have when upgrading existing features, rather than starting fresh.
  • 11:21
    Impact on Sales Process
    The host advises contractors to adapt their sales process and communication to empathize with clients who are contemplating upgrades, acknowledging their hesitations.
  • 12:41
    Recognizing Different Project Types
    Gillow stresses that not all projects are the same, and sales strategies must differ for blank-slate creations versus enhancements to existing spaces.
  • 14:37
    Connecting on Emotional Level
    The episode concludes by urging contractors to connect with clients on an emotional level to overcome resistance and improve closing rates for upgrade projects.

Speakers

J
Joshua Gillow
Host

Key Takeaways

✦

Recognize that clients with existing outdoor features have a different emotional driver and sense of urgency than those starting from a blank slate.

✦

Understand that clients often struggle with justifying the cost of upgrading something that is 'good enough,' even if it's not perfect.

✦

Adapt your sales process to empathize with clients' psychological barriers when they are considering enhancing rather than completely redesigning.

✦

Address potential client resistance and justification challenges early in the sales conversation, ideally before presenting detailed proposals.

✦

Be aware that treating every project the same, like a blank slate, will lead to losing bids for upgrade-focused clients.

✦

Improve your closing rates by connecting with clients on an emotional level, understanding their hesitancy, and helping them justify the value of an upgrade.

Want the full experience?

Join Power100 for full access to every episode, AI-powered insights, personalized coaching, and a network of industry leaders.

Join Power100 →