In the world of landscaping, success is built on more than just a green thumb. Steve DeHunt, the owner of a seven-million-dollar landscaping business, PMS, offers valuable insights into building a thriving company from the ground up. During a recent conversation, he shared his journey, sales strategies, and tips for other aspiring entrepreneurs in the industry.
The Importance of Regular Sales Meetings
One of the cornerstones of Steve’s business is his commitment to regular sales meetings. These are not just occasional check-ins but structured sessions held every Tuesday at 5:30 AM. The early hour is strategic, ensuring that the team is focused and free from distractions.
Steve emphasizes a method he calls “Price, Amount, Close,” which forms the basis of their sales approach. The process involves presenting the price, detailing the amount of work, and then closing the deal by highlighting the value they offer. This structured approach ensures consistency and clarity in their sales pitches.
Developing a Selling System
A key element of PMS’s success is the development of a comprehensive selling system. Steve has created a detailed slideshow that he presents to clients on an iPad. This presentation covers:
- Reputation and Experience: Highlighting their long history and reliability.
- Pricing and Guarantees: Explaining the difference between guarantees and warranties.
- Installation Processes: Detailing water mitigation and the avoidance of common industry pitfalls like using slag sand, which can corrode pavers.
- Client Education: Ensuring clients understand what they are investing in and the quality of the work.
This system takes about 45 minutes to present but is crucial in building trust and demonstrating expertise.
Overcoming Challenges and Learning from Failure
Steve’s journey hasn’t been without its challenges. In 2011, he lost everything and had to rebuild his business from scratch. He credits his success to the lessons learned through these failures. Every mistake became a learning opportunity, allowing him to refine his processes and avoid future pitfalls.
The Value of Experience and Quality
Experience and quality are at the heart of Steve’s business philosophy. By focusing on building high-quality patios and educating clients on the importance of proper installation techniques, PMS stands out in a crowded market. Steve and his team go above and beyond, using techniques like geo tie-backs and hydrostatic pressure pipes to ensure the longevity and stability of their projects.
Investing in the Team
Investing in the team is another critical aspect of PMS’s success. Steve believes in making his employees’ lives easier by providing them with the best tools and training. This investment boosts morale and ensures that the team is dedicated and capable of delivering top-notch work.
Attending Industry Events
Steve also highlights the importance of attending industry events like the Equip Expo. These events provide opportunities to learn about new tools and techniques, network with other professionals, and invest in the company’s future. By bringing his crew to these events, Steve shows his commitment to their professional growth and the company’s success.
Final Thoughts
Steve DeHunt’s journey from losing everything to building a successful landscaping business offers valuable lessons for entrepreneurs in any industry. His emphasis on regular sales meetings, a structured selling system, learning from failure, focusing on quality, investing in the team, and attending industry events provides a blueprint for success. Aspiring landscapers and business owners can learn a lot from Steve’s approach and dedication.
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