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Lawn Care Business Customers- Not All In One Basket Please. Are You Lawn Account Diversified? Diversification of your customer base can avoid the hard times from other accounts. Many businesses are made up of a certain type of customers. These can include homeowners, apartments, office complexes, or government accounts. Diversity of your market segment can protect your business from the ups and downs of different market segments. For example, I have 2 friends who are brothers that work for their dad. He owns a printing company. They supply one local bank with all their printing needs. This makes up about 60% of their work. If this bank merges with another, as many do, they may lose this account. That could put the printing company out of business. To this day they are not aggressively going after more accounts. I have never understood this. Market mix should be made up of multiple market segments. I recommend business owners maintain at least 30-40 residential accounts as a good base. This keeps the income flowing weekly as most commercial accounts pay 30-60 days after invoice. After you have these 30-40 accounts established, try to tackle a few commercial accounts. For those that only have 10-15 lawns, market for new business around your already established lawns you feel are the most profitable. It is better to acquire business close to existing accounts as the drive time will be significantly reduced. Some ask me "How do I gain commercial accounts if I have no commercial references?" My answer is this... 1 Submit good references from existing customers
Many people buy from someone they like, not necessarily from the company. Be likeable!! Remember these things when going after different types of accounts. 1 Is there enough potential there
Never put all your eggs in one basket, diversification is important to keep a business thriving. Best of Luck!
This article was posted on February 08, 2006
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