Converting Design-Build to Maintenance with Jeffrey Scott

Jeffrey Scott is interviewed by Kelly Dowell (owner of Keldo Digital) where Jeffrey discusses various aspects of converting design-build into maintenance clients.
Jeffrey touches on topics such as the role of the enhancement salesperson, the timing of introducing the maintenance account manager to clients, and strategies for kickstarting a weak maintenance division. They also explore marketing methods for maintenance services and ways to showcase the long-term benefits of maintenance. Jeffrey Scott shares many insights from his own business and also from his high-impact peer group community and how it helps landscape companies achieve their goals.
Takeaways from this podcast
Converting design build projects into ongoing maintenance customers is important for the stability and long-term value of a business.
Companies often struggle with selling maintenance due to a lack of focus, the wrong salespeople, and a lack of a sales process.
Clients may opt out of purchasing maintenance due to existing providers, cost concerns, or the belief that the project is maintenance-free.
Selling maintenance requires selling the need, selling the vision, and selling the maintenance team.
Structuring maintenance offerings can include tying warranty to maintenance, but including maintenance in the price may not be the best approach.
Tailoring custom maintenance plans can help meet the specific needs of clients and maximize margins through enhancements.
Different salespeople should handle design build projects and maintenance, with account managers often selling enhancements. The enhancement salesperson is a separate role with their own crew, and the account manager invites them in to make the sale.
Robotic mowers can be a way to extend a design build company into maintenance, but it's not a complete solution.
Introducing the maintenance account manager to clients should be done strategically, either in the middle or towards the end of a project.
To kickstart a weak maintenance division, create mini games to track client conversions and offer incentives to the sales team.
Marketing for maintenance services can be more challenging than marketing for design build, but it's not impossible.
Showcasing long-term benefits of maintenance can be done through client testimonials, garden tours, and videos.
Joining Jeffrey’s Leaders Edge peer group community can provide support, tools, and guidance for achieving business goals in the landscaping industry.