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Stesso

Practice Reciprocity and Non-Sales Networking

4:44
10:05
17K views

At 4:44 in

How do I get started in Lawn Care? pt#2

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What happens here

A crucial element of building relationships is the principle of 'give to get.' This means offering value and support to others without an immediate expectation of return. The speaker advises taking other business owners out for lunch, but importantly, to avoid discussing business directly. Instead, focus on building personal rapport, discussing general topics like 'politics,' or simply getting to know each other. Allow them to steer the conversation toward business if they are interested. This strategy builds trust and makes them more likely to refer you or offer assistance in the future.

Goal: Build genuine professional relationships through generosity and non-direct sales interactions.

Tools and materials

  • Active Listening Skills N/A — Understanding others' perspectives and needs
  • Generosity N/A — Offering help or leads to others without immediate expectation of return
  • Lunch Invitations N/A — Facilitating informal meetings to build rapport

What they say

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big-box stores are hanging out at the HOAs and the associations they may not even want to service the individual lawns that's where you can pick them up you know I'm thinking maybe if I got in was someone good with one of the larger lawn care companies that just asked them hey if you guys come across there's any one context you about just a solo yard if you guys don't pick it up would you call me recommend me first you got to give them a reason to do that Lance you got to give to get you got to give to get sometimes it's just a matter of taking them out to the lunch sometimes it's a little bit more but I give tons of job leads out to contractors tons thousands of dollars a year thousands and thousands of dollars a year affect the end of end of the fall I think I gave out a ten or fifteen thousand dollar landscaping job to one of my competitors but any time I'm short-handed he he says hey you know what I got a guy do you need help ploughing yeah I need help plowing he lines guys up for me he's giving because he knows he's gonna get in return what can you give to those companies Lance when you start giving some of them are gonna be responsive some are so if you see if you're giving and it's a one-sided street forget it go on to the next guy right don't keep giving to somebody if you don't ever get anything in return you got to learn and they should learn because you don't want to do that kind of person anyway but I'll tell you straight up you get a chance to go out to lunch with some of the smaller business owners in the area for sure I go out to lunch with tree trimming companies concrete companies I go out to lunch with the managers of bigger companies so a great example is interstate snow plane they I don't know managed I think they have 800 commercial accounts in the Twin Cities the manager was a subcontract through him Lance snow plowing I stopped him seen him like hey you want to go out to lunch it's like kind of like uh yeah he was actually really pleasantly surprised that one of his subs said I want to take you out to eat lunch just let's just go shoot excuse my language Lance let's go up chitchat that was it I didn't want nothing more nothing more don't you know when you go out to these lunch dates or whatever you do this don't talk about business don't talk about it don't look they know what kind of work you're in don't go out and be a salesperson go go uncle I want to mow your lawn I want to get Enfamil just go I'll go hey how's your day going…

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