AALD Newsletter

We Install Other People's Plans

Free Webinar

Garden Design School

AALD Newsletter online

We Install Other People's Plans

Greetings!

Did I get your attention with the subject of this newsletter. Read on and see if you agree. Or not.

Sincerely,

American Academy of Landscape Design
www.aaldweb.com
847-657-7900

P.S. Still have some book bargains left. If you see something you like, but you don't like the price, make me an offer.

Click here

P.P.S. Happy Birthday, Grandma. We miss you.

Before you judge, read through this.

For the vast majority of may landscape design career, I had a mind set that I thought was based on professional respect. That is, if a potential client put a competitor's plan in front of me and asked me to bid on it, my first question was, "Did you pay a design fee for this plan?" I figured if they paid for it, then they could do with it as they pleased. But if it was "free," then it was intended only for use by the company that designed it, and the clients were taking advantage of the situation.

At the same time, I've always been a proponent of charging a fee for design. If the design is any good, it should have a value put on it. If it is "free," then it's probably worth every penny.

I understand why many design-build firms don't charge. They treat design as a means to an end. The money for them is in the construction, and they don't want limit their chances of getting to that point by charging a fee for design. Indeed, many of those design-build firms offer mediocre designs at best anyway. But, in my market, there are some that actually provide very good design work and don't charge a client for it.

Looking back, I took a pass on a number of well-designed projects because of a perceived ethics issue. In retrospect, I had it all wrong.

Companies that give away good design at no charge are taking a risk. They may have many hours in a design with no commitment from a client. But that is THEIR risk. Why should that be MY problem? I often complained that my "competition" was cheapening my product. They should charge for design work. Only recently did I come to the realization that if I REALLY want to make them RETHINK FREE DESIGN, then I should make them pay for it!

Think about it.

Assuming the design is something you are comfortable installing, why not go for it? It will save your client some design fees, speed up the process, and send a message to all those design-build companies out there who have been devaluing design for many, many years!

I'm sure I'll hear from some of you.

Free Webinar

On Thursday the 29th, Chris Heiler is offering a free webinar about how to build a web presence without a web site! If you are a student or a designer looking to get established on the web, you really should not miss this! I was an early-adopter when it came to creating a web site, and it paid off way more than I anticipated.

But Chris argues that you don't need to spend the time OR money for a web site, and you can reap the all of the rewards and more!

Go sign up now here.

Take a look at some of his introductory offers.

Garden Design School

I've had a number of inquiries over the years regarding full-fledged landscape design programs. You will find none better than Garden Design School USA.

Owned and operated by England's Robin Templar Williams and Moira Farnham, Garden Design School is in its 9th year and is a comprehensive, 8-month program for budding landscape designers. It's ideal not only for career-changers, but also for any landscape designer looking to improve design skills. Those who complete the program will have been exposed to all of the skills needed to practice landscape design professionally. You can read more at their web site. http://www.gardendesignschool.com/

Rob and Moira began offering their course in Boston last year. And they asked me to teach 2 of the 8 Blocks for 2010-11. I'm flattered to be asked and look forward to being part of this proven program. The next session begins in August and the schedule is posted here.

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American Academy of Landscape Design | 1926 Waukegan Road | Glenview | IL | 60025

Call A Pro

2010-09-24T08:58:00.000-07:00

Web Version of Newsletter http://aaldnews.blogspot.com/

American Academy of Landscape Design

September 1, 2010

A Few Thoughts on Professionalism

We Install Other People's Plans Follow Up

AALD Newsletter online

A Few Thoughts on Professionalism
You can take this for what it's worth.

If you want to be treated like a professional, then you should act like one. Simple, right?

When you meet with a client, you don't show up with muddy boots and dirty hands. When you answer the phone, you either answer with your name ("Hello this is Tim." or "Tim Thoelecke") or the name of your company. Many use a cell phone as their business phone, so you have to decide what fits you. If you miss a call, return it promptly. You don't need me to tell you these things.

Here's one you may not have thought about: Your email address. I realize many in this industry don't spend their days at a computer, and many are not savvy at all when it comes to technology. BUT, many of your clients ARE.

There are many people who will not do business with a company that does not have a web site. If you don't have one, get one. If you have a web site, most likely you have your own domain name. So why would you use AOL or Comcast or Yahoo! or another provider for your professional email address? A professional looks and acts like one.

Greetings!

Hope you've all had a great summer. For those of us in the midwest, it was nice to actually HAVE a summer this year! This is like the summers I remember as a child: Sunny, hot and the occasional storm for balance. You'll get no complaints from me--as long as the AC works!

For those in North America, have a great Labor Day weekend!

Sincerely,

American Academy of Landscape Design
www.aaldweb.com
847-657-7900

We Install Other People's Plans Follow Up

I did get a few interesting responses to my last message. Interestingly, I expected some flames, but surprisingly, that was not the case.

Those who provide fee-free design suggested it is foolish to leave behind a plan with no commitment. I agree. Some suggested that most "free" plans they've seen were either poorly planned or were clearly designed to move inventory. I've seen that too. Thirdly, some suggested that a client who shops a "free" plan around might not be someone you'd want to work with. Agree with that too.

So, what does this all mean? Really not much, to me anyway. If it's a bad plan, I don't want anything to do with it. If it's a good one, and the potential client doesn't initiate the conversation, I might consider offering to price it out, probably with some of my own input.

Last Chance for 10 Step Docs

At the end of September, I'll be removing the offer for the 10 Step Design Process document package.

If you are interested, this is your last chance. Thanks to those who have purchased and I hope it's been worth it to you. For the price of a coffee table book, you get actual, editable contracts and other documents you can use to improve your business.

Click here for more info.

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American Academy of Landscape Design | 1926 Waukegan Road | Glenview | IL | 60025

Last Call

2010-09-24T08:57:00.000-07:00

Web Version of Newsletter http://aaldnews.blogspot.com/

American Academy of Landscape Design

September 24, 2010

AALD Newsletter online

Last Chance for 10 Step Docs

Greetings!

Not sure how it's all going for you folks, but around here people are trying to say positive. The weather this summer has been uncommonly good for the landscape business, though the projects most folks are working on are not what was out there a few years ago. Most I speak with are adjusting and hanging in there.

I hope the fall treats you all well.

This message is a very short one. The service that hosts the Document Package sales is a monthly subscription. I plan to discontinue that subscription on September 30. If you have considered purchasing it, and have put it off, this will be your last chance.

Thanks to those who have purchased it. I hope it has helped your businesses.

Sincerely,

American Academy of Landscape Design
www.aaldweb.com
847-657-7900

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American Academy of Landscape Design | 1926 Waukegan Road | Glenview | IL | 60025

Is It June Already?

2010-06-09T06:07:00.000-07:00

Web Version of Newsletter http://aaldnews.blogspot.com/

American Academy of Landscape Design

June 4, 2010

Garden Design School

LandscapeLeadership.com

Here's some exciting news, not just for me, but for anyone looking to improve his or her design skills. In May I met with Robin Templar Williams and Moira Farnham, owners and directors of England's Garden Design School.

Garden Design School is in its 9th year and is a comprehensive, 8 month program for budding landscape designers. It's ideal not only for career-changers, but also any landscape designer looking to improve design skills. Those who complete the program will have been exposed to all of the skills needed to practice landscape design professionally. You can read more at their web site. http://www.gardendesignschool.com/

Rob and Moira began offering their course in Boston last year. And they asked me to teach 2 of the 8 Blocks for 2010-11. I'm flattered to be asked and look forward to being part of this proven program. The next session begins in August and the schedule is posted here.

Greetings!

I just pulled up the draft I started weeks ago for the newsletter. Wow, time flies!

Although this spring has been the first since 1987 with no landscape design projects, I've been keeping pretty busy. I hope you have too, but WITH design projects. Things are tough out there.

Sincerely,

American Academy of Landscape Design
www.aaldweb.com
847-657-7900

P.S. Still have some book bargains left. If you see something you like, but you don't like the price, make me an offer.

Click here

Garden Design School

The Real Goods

One peeve I have had for as long as I can remember has to do with sales. You probably know lots of people, as do I, that can sell anything. They are born to sell and do a great job at it. Of course many of them don't have be responsible for delivering the goods though. In fact, they may have no say in that at all. Their job is to bring business in the door.

For me, I need to know that what I'm selling is what I say it is. I'm not saying I have to sell the "very best." But if I'm saying it is the "very best," then it better be pretty darned close to it! If I'm selling a product that might be a "B" in terms of ranking products, A, B, C and D, that's okay too. Not everyone wants an "A." I learned that lesson early in my landscape design career. I could not understand why people would put up with inferior design when they could have me!

But the fact is, not everyone wants or needs the best. Many don't even want, or can't afford a "C." My point is, figure out what it is you have to sell and sell it for what it is, not for what you wish it were.

Just for grins, check this out.

LandscapeLeadership.com

Chris Heiler is in the middle of revamping his outstanding membership website. Previously focused on landscape designers, he has broadened his audience to include all members of the Green Industry, and focused the subject matter on marketing for green industry professionals. If you are looking for ways to grow your business, pay attention as Chris upgrades his site. It seems to be changing constantly. Take a look at some of his introductory offers.

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American Academy of Landscape Design | 1926 Waukegan Road | Glenview | IL | 60025

Holidays Comin'

2009-12-04T07:20:00.001-08:00

Web Version of Newsletter http://aaldnews.blogspot.com/

American Academy of Landscape Design

December 4, 2009

Little Green Book

Resources

Lastly

My friend Chris Heiler has just finished his book. I'm a bit biased, but I truly believe it's well worth the few bucks it costs. I've got a hard copy myself, but the ebook is a few dollars less, and you can have it instantly!

Click here

Any business is a challenge right now, especially businesses related to the building industry. So if the building industry is slow, which it has been, then we need to seek new markets. Seems to me that there are a couple of possibilities.

One is to go back to old clients and offer updates, tweaks or the "next phase" of work.

The other is to offer a more efficient, scaled back design process intended to feed the smaller project. With the trend toward "deal finding," if you offer a product that feels like a "deal" or good value, your odds are better. This is a complicated issue I'll deal with in another post.

Regardless, you need to get the clients in the door and Chris' knowledge of internet resources combined with "old school" networking will give you some good, and not necessarily expensive, ideas to help you prepare for next season. Next spring's clients are best booked sooner, rather than later.

P.S. Check out Chris' membership site LandscapeLeadership.com

Greetings!

It's been more than 2 months since my last newsletter. For that reason, this one may be a bit longer.

As I type, there are snowflakes coming down outside. In our area, we normally aim to finish up our major projects by Thanksgiving and then try to squeak in as much as we can before the weather totally dominates. Anything left waits till spring.

With business slower, things are a bit different this year. One contractor I know actually had a pretty good year, but he was an anomaly. A stone mason friend had a really rough time. With business down more than 50%, they took a 3 week hiatus in July. For a company that normally does $2M or more, that's a huge blow.

A landscape designer I know in another state basically took the year off. He laid off his crews and decided to spend the summer enjoying hobbies and family. It was so bad, it wasn't worth the fight.

Having said all that, I truly believe there is hope down the road for our industry, but it will take some adjustments on our parts.

Sincerely,

American Academy of Landscape Design
www.aaldweb.com
847-657-7900

P.S. Still have some book bargains left. If you see something you like, but you don't like the price, make me an offer.

Click here

Little Green Book

Resources

Following are some interesting online tools you might enjoy:

Materials Calculators
These seem a bit quirky, but they are worth a look.

PDF Form Filler
I have no idea what their privacy policy is, so before uploading private info, you might do some digging. Some PDF files are formatted so that you can fill them in natively. But others won't let you. This site will allow you to upload the form and fill it out online, then download it to your desktop. Pretty cool.

Elance.com
This place is great. If you need help with anything that can be delivered electronically, you will find a resource here. The basics: You define your project and budget and put out a Request For Proposal. You will get bids from all over the world.

Examples of the types of things you can hire Elancers to do include web site design, data entry, data mining (scavenging info, like contact info, from web sites), type setting, graphic design, writing, programming and more. A colleague uses and Elancer as his administrative assistant!

I used an Elancer to put together my ebook The Ten Step Design Process. I provided the text, and she made it look presentable for less than $200. I hired an Elancer to edit text for the AALD web site, and another to create the site for my new site at alphacustomdetail.com. It cost less than $400 to get it going. I do have the ability to edit it, so what is there is more than I paid for. The point is that you can get some really good values out there.

Logotournament.com and 99designs.com
Check them out too.

Lastly

Regular readers know that I bought a new business in a different field this year. There are many personal reasons for the change, and there have been some questions, so I'll address a few here. Landscape Design was my chosen career. Unlike many in the industry, it was my first career and I still like the industry very much. I've always considered myself a "student of the art," and am always learning. I also think that, despite the current economic situation, the future of the industry is bright. We'll need to make some adjustments though.

For the time being, I intend to keep producing this newsletter and maintaining my contacts in the industry. I have some definite thoughts on how to deal with the economy as a member of the green industry and will continue to share them. I'll be speaking at the Northern Green Expo in Minneapolis on January 7, 2010. Hope to see you there!

As for course offerings this winter, there won't be any. I'm a bit wrapped up in my new venture, so efforts are there.

Have a safe and happy holiday season!

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American Academy of Landscape Design | 1926 Waukegan Road | Glenview | IL | 60025

AIM FOR THE MIDDLE

2009-09-25T03:20:00.001-07:00

Web Version of Newsletter http://aaldnews.blogspot.com/

American Academy of Landscape Design

September 25, 2009

Middle Of The Road

There was a time not long ago when high end products demanded a high end price. People who could afford it threw money around as if it didn't matter. It was stylish to be nonchalant about spending. Those days are gone.

I know a landscape contracting company who got too fat. That is, for many years they charged what they wanted and expanded internally to a point where they were no longer efficient. In a booming economy, there was enough work for everyone and they got their share for sure.

But then it changed. Even now, they are still trying to get "lean and mean," but the culture that has developed there over the years is a tough obstacle.

Another company I know has always positioned itself in the middle. They provide a good product at a fair price. They are efficient in the way they execute their work. When they show up to install a smaller project, they arrive with all the materials and tools they need to get it done in as few trips as possible. They were lean and mean when lean and mean was not cool. From a purely business standpoint, that was wise management. Whether the economy is good or bad, some clients slide out of their "zone" and others slide in. It's a good spot to be.

Likewise, I have a friend who owns apartment buildings. His buildings are neither high end, nor low end, and he sees a similar trend in his tenants. In a good economy, he gets tenants who are stepping up. In a bad one, he gets people who need to downsize.

My new business is in the middle zone as well. We can competently and efficiently serve the high end market as well as those who want to step up from the automated car wash. We have also introduced some lower priced products in an effort to serve those who want more than a car wash, but don't want to spend a lot of money.

As you reflect on this past season and plan for the next, take a look at where you fit in the market. If you think you are missing out on certain clients because what you have to offer is more than they want to spend, consider coming up with a lower end product at a lower price. Don't cheapen your product, but come up with something new. In the early '90s I had a product called L.O.T.S., or Landscape On The Spot. I'll share more in the next newsletter.

Greetings!

Long time subscribers know that you don't hear from me twice in a month very often.

With my new gig, I've done a lot of reflecting on business in general and thought I'd share some thoughts with you.

Sincerely,

American Academy of Landscape Design
www.aaldweb.com
847-657-7900

P.S. Still have some book bargains left. If you see something you like, but you don't like the price, make me an offer.

Click here

Middle Of The Road

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American Academy of Landscape Design | 1926 Waukegan Road | Glenview | IL | 60025

New Trend: Getting a Deal

2009-09-17T15:15:00.001-07:00

Web Version of Newsletter http://aaldnews.blogspot.com/

American Academy of Landscape Design

September 17, 2009

Take Pride In Your Ride

A Good Deal

Speaking of Deals

First things first. I made a career change. How? Well, I bought a 22-year-old auto detail shop. Huh? What does Tim know about cars?

Those who know me know that I'm not a "car guy," but, ironically, that is the problem with many detailers. Bear with me here. If you are so deep into the technical aspects of the business, often the business side gets neglected. Sound familiar?

It is a service business, and in many ways, it is not a whole lot different from a landscape design business. Rule number one is, "Take care of people." It's not that complicated. It's not always easy, but it's not that complicated.

Having said all that, I do plan to keep teaching and lecturing and writing. But I have no plans to be sitting at someone else's kitchen table at 6 pm after putting in 12 hours already!

Greetings!

You haven't heard from me in awhile. To some, that's good news I'm sure.

There have been some big changes in my professional life which I'll share below. As always, I'll try to be brief because your time is valuable.

Sincerely,

American Academy of Landscape Design
www.aaldweb.com
847-657-7900

P.S. Still have some book bargains left. If you see something you like, but you don't like the price, make me an offer.

Click here

Take Pride In Your Ride

A Good Deal

Remember when it was trendy to toss money around and not care what things cost? People had money to spend and wanted people to know it. Even if you didn't have it, it was trendy to appear like you did. Well, the pendulum has swung the other way.

In my landscape life, I was always positioned near the top in terms of cost. I believed that what I had to sell was deserving of a suitable price. I still do. But I also believed that the high end of the market was more recession-proof than the lower end. That part I'm not too sure about any more, at least not in this current downturn.

The curious thing is that it is now trendy to get a good deal. That is, even if you are otherwise unaffected by current economic conditions, the trend is to look for bargains, or at least something perceived as a good value. So, if your product or service is a high end product, it may be smart to reconsider how you market it.

I'm seeing it in my new business as well. Affluent people with expensive cars are looking for a deal. They clip coupons and try to negotiate for a better price. Do they need to? Doubtful. But it's cocktail conversation fodder.

So, as you wind up your business for the year, consider how you might make people feel like they got a deal. It's a tough thing to do, because you don't want to cheapen your product. Maybe you come up with a scaled down version of your normal services, offered at a lower price. Or you offer a bonus item or service with your normal price structure. Or include some follow up services.

In any case, make people feel like they got a good deal.

Speaking of Deals

I've had some very good feedback on the Document Package. I'll continue to offer it for awhile, and am considering releasing some other material that I believe can help you cope with these economic times. Stay tuned.

Over the years, many people have asked to see the documents we use in our office. Very few outside our office have seen them. Now you have a chance to get them for yourself.

A full list is on the web site, but the set includes our Design Contracts, Construction Contract, Change Orders, and the one that changed my business the most, the Pre-Contract Agreement.

Click here to order!

Independence!

2009-07-03T03:03:00.001-07:00

Web Version of Newsletter http://aaldnews.blogspot.com/

American Academy of Landscape Design

July 3, 2009

Insight From an Industry Leader

Greetings!

Well, July 4 is tomorrow. To those American readers out there, have a fun and safe 4th!

July 4 is also the date we had set to adjust the Document Package price from $47 to $97. For more on that, see below.

Sincerely,

American Academy of Landscape Design
www.aaldweb.com
847-657-7900

P.S. We have a number of new subscribers since the last issue. Welcome! I don't want to repeat too much, but I'm clearing out space on my bookshelves, so feel free to browse for some bargains. Many are gone, but there are quite a few left!

Click here.

P.P.S. We are considering a 4 day workshop in the Denver area in November. If you think you may be interested, please let me know.

The theme of this newsletter is INDEPENDENCE. The 10 Step Design Process standardizes the sales process so that each member of your team knows what he or she is supposed to do every step of the way, fostering independence and keeping your clients' experience consistent.

Salesmanship is the gentle art of letting the other guy have YOUR way.

These are the words of my grandfather. Sales is not about forcing someone to buy your product. It's about getting them to WANT it. It's about getting them to want your product RIGHT NOW.

The sales system we created at Garden Concepts eventually came to be called The Ten Step Design Process. It's goal is to make the potential client a BUYER. After all, people DO NOT LIKE TO BE SOLD TO. BUT THEY LOVE TO BUY!

Click here!

Insight From an Industry Leader

Last fall I had lunch with Greg Wittstock, founder of Aquascape Designs. I met Greg and his dad Gary years ago when they were first getting started. In fact, they built my first pond. That's Gary in the red shirt. The pond has since been through a number of iterations, but haven't we all?

Greg is energetic and driven, and he has a vision, and like the pond, Greg's company has matured. In fact it's matured a lot more than my pond! Recently he was recognized again by Inc. Magazine.

Among other things, Aquascape has ridden the green wave and has developed some very interesting products in the rainwater harvesting arena. If you regularly deal with stormwater management, you will definitely want to familiarize yourself with these products.

We covered a lot of topics in our short meeting, but one thing I asked him was how he handled the transition from Technician to CEO. If you've read the E-Myth, you'll know what I mean by Technician.

It's obvious he's made it work out well. He is, after all, CEO of the most influential water gardening company in the world. Greg defines his job as the company's leader in very simple terms: Set the vision, Spread the Passion, Develop Relationships and THE most important job of any business leader: Guide and Guard the Company Culture.

Good advice from an independent leader.

Deals on Used Books

2009-06-10T12:29:00.001-07:00

Web Version of Newsletter http://aaldnews.blogspot.com/

American Academy of Landscape Design

June 10, 2009

A Few More Quotes

Web Savvy 2.0

Following up on the last newsletter, here are a few more quotes I like.

Greetings!

Your time is valuable, so I'll try to keep this brief as usual.

This is a quick one with a couple of time sensitive reminders.

Sincerely,

American Academy of Landscape Design
www.aaldweb.com
847-657-7900

Used Book Bargains!

Like many of you, I have accumulated a substantial professional library of landscape reference books. I'm cleaning house and trying to reclaim some space, so this is an opportunity for you!

Some are already gone, so if you see something you like, send me an email right away and I'll let you know if it's still available.

There are a few items on eBay that EXPIRE TOMORROW!

For Items NOT on eBay, Click here.

A Few More Quotes

"Do not follow where he path may lead. Go instead where there is no path and leave a trail." --Muriel Strode.
"My father used to play with my brother and me in the yard. Mother would come out and say, 'You're tearing up the grass.' 'We're not raising grass,' Dad would reply. 'We're raising boys.'"--Harmon Killebrew
"If opportunity doesn't knock, build a door."
"I tell you and you forget. I show you and you remember. I involve you and you understand." --Eric Butterworth

Web Savvy 2.0

My friend and colleague Chris Heiler has put together an easy-to-understand course about how to use the Web to improve and increase your business. He's teamed up with other industry leaders to bring you huge value. Your time is valuable, and this is a great place to learn a lot in a very efficient way. Click here for more info.

If you are a LandscapeLeadership.com member, you can read my article on insurance here.

Sales is not about forcing someone to buy your product. It's about getting them to WANT it. It's about getting them to want your product RIGHT NOW.

There is a difference between "selling" and getting a client to buy. This free E-book describes the process we developed at Garden Concepts that creates buyers.

The sales system we created at Garden Concepts eventually came to be called The Ten Step Design Process. Its goal is to make the potential client a BUYER. After all, people DO NOT LIKE TO BE SOLD TO. BUT THEY LOVE TO BUY!
Click here!

Over the years, many people have asked to see the documents we use in our office. Very few outside our office have seen them. Now you have a chance to get them for yourself.

A full list is on the web site, but the set includes our Design Contracts, Construction Contract, Change Orders, and the one that changed my business the most, the Pre-Contract Agreement.

Until July 4, 2009, you can get all of these and more for only $47.

Testimonial: I just downloaded this e-book and purchased the business forms two days ago. Wow!! Where were you two years ago while I was in school? This stuff is so inspiring, instructional, organized, and I will be utilizing most (if not all) of these in one form or another in my own business. This is an outstanding price for so much information that can can be used right away. Tim you are awesome!! Thank you. Seth

Click here to order!

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American Academy of Landscape Design | 1926 Waukegan Road | Glenview | IL | 60025

FREE E-Book and Deals on Used Books

2009-06-03T01:03:00.001-07:00

Web Version of Newsletter http://aaldnews.blogspot.com/

American Academy of Landscape Design

June 2, 2009

Sales Savvy

Many people have collections. Among other obscure things, I collect bobble heads from major league ballparks, magic tricks and books, and quotations. I try to keep the quotations sorted by category, though many fit in more than one. Following are some of my favorite quotes about selling or sales. It attributions are missing or wrong, it's from bad note taking, so apologies in advance for any mistakes.

Greetings!

Your time is valuable, so I'll try to keep this brief as usual.

According to stats I get from Constant Contact, we have quite a few new subscribers in recent weeks! Welcome!

I assume our new readers come as a result of the free E-Book. I've had good feedback so far. Hope it's been useful for you. See below for more information.

Sincerely,

American Academy of Landscape Design
www.aaldweb.com
847-657-7900

Garage Sale!

Well, not really. Like many of you, I have accumulated a substantial professional library of landscape reference books. I'm cleaning house and trying to reclaim some space, so this is an opportunity for you!

Click here for info

Sales Savvy

If you try to compete on price, then you become a commodity.
Marketing gets people to buy once. Systems get them to come back.
Move from product pusher to trusted advisor.
You cannot sell without trust.
Trust comes from familiarity which comes from frequency.
Relationship sales: They buy you, not product.
"If you can differentiate a dead chicken, you can differentiate anything." --Ralph Perdue.
People buy 2 things: Solutions to problems and good feelings.
People buy first emotionally, then justify logically later.
People buy what it does, not what it is.
"I'm not good at selling. Therefore I must make it easy for people to buy." --F.W.Woolworth

Salesmanship is the gentle art of letting the other guy have YOUR way.

These are the words of my grandfather. Sales is not about forcing someone to buy your product. It's about getting them to WANT it. It's about getting them to want your product RIGHT NOW.

Do you want to sell? Or do you want your client to buy? This free E-book describes the process we developed at Garden Concepts that creates buyers.

The sales system we created at Garden Concepts eventually came to be called The Ten Step Design Process. It's goal is to make the potential client a BUYER. After all, people DO NOT LIKE TO BE SOLD TO. BUT THEY LOVE TO BUY!

Click here!

10 Step Design Process

The E-Book has all the info, but if you'd rather LISTEN TO THE INTERVIEW at LandscapeLeadership.com. Better yet, join the community there.

This podcast is a FREE DOWNLOAD from LandscapeLeadership.com!

This email was sent to tim57.aaldnews@blogger.com by tim@aaldweb.com.

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American Academy of Landscape Design | 1926 Waukegan Road | Glenview | IL | 60025

FREE E-Book from The American Academy of Landscape Design

2009-05-14T02:05:00.001-07:00

American Academy of Landscape Design

MAY 14, 2009

Greetings!

It's FINALLY READY!

If you want to know what, you're going to have to keep reading...

Sincerely,

American Academy of Landscape Design
www.aaldweb.com
847-657-7900

P.S.
One more thing. I'm selling a some really good books on eBay if you are interested. Click link below for more info. Will be listing more soon.

Designing Water Gardens by Anthony Archer-Wills
Time-Saver Standards for Building Types

Salesmanship is the gentle art of letting the other guy have YOUR way.

These are the words of my grandfather. Sales is not about forcing someone to buy your product. It's about getting them to WANT it. It's about getting them to want your product RIGHT NOW.

Do you want to sell? Or do you want your client to buy? This free E-book describes the process we developed at Garden Concepts that creates buyers.

The sales system we created at Garden Concepts eventually came to be called The Ten Step Design Process. It's goal is to make the potential client a BUYER. After all, people DO NOT LIKE TO BE SOLD TO. BUT THEY LOVE TO BUY!

Click here!

10 Step Design Process

The E-Book has all the info, but if you'd rather LISTEN TO THE INTERVIEW at LandscapeLeadership.com. Better yet, join the community there.

This podcast is a FREE DOWNLOAD from LandscapeLeadership.com!

News and Information from the American Academy of Landscape Design

2009-05-07T13:28:00.001-07:00

Web Version of Newsletter http://aaldnews.blogspot.com/

American Academy of Landscape Design

MAY 7, 2009

Watch Your Language

Salesmanship is the gentle art of letting the other guy have YOUR way.

These are the words of my grandfather. Sales is not about forcing someone to buy your product. It's about getting them to WANT it. It's about getting them to want your product RIGHT NOW.

Recently I was dealing with someone who wanted to sell me something. A big something. It really doesn't matter what it is. Selling is, well, selling.

When he was introducing his product, he said things like, "I've sold 4 of these in the last couple months, so I know this product really well." That was his whole tone. It was about him and his sales, not about me, and what I might want to get out of it.

When it got into the negotiation phase it became even more apparent that his goal was not to help me, or even to help his client (he's a broker), but it was to get his commission. Trust? None. He lost this sale.

For me, I want my client to be happy with what he buys from me. Nothing bad can come from that. He gets what he wants; I get what I want. Win-win. I also get referrals and a good word every now and then. I also get paid on time.

The sales system we created at Garden Concepts eventually came to be called The Ten Step Design Process. It's goal is to make the potential client a BUYER. After all, people DO NOT LIKE TO BE SOLD TO. BUT THEY LOVE TO BUY!

Very soon, you will have access to a new e-book that outlines our entire process. Watch this space. And watch your language.

Greetings!

Yeah, yeah, I know. It's been awhile.

Like many of you, I'm preparing for a "different" kind of year. That's not to say it will be a BAD year, but one that will present some unique challenges.

Time and money. I think you can pretty much describe the two things we all need more of. So, for 2009, I've been working on some things that will save you some of the former, and make you some of the latter.

Read on.

Sincerely,

American Academy of Landscape Design
www.aaldweb.com
847-657-7900

P.S.
One more thing. I'm selling a few really good books on eBay if you are interested. Click links below for more info.

Designing Water Gardens by Anthony Archer-Wills

The Landscape Lighting Book by Janet Lennox Moyer (signed)

Watch Your Language

10 Step Design Process

The ebook will soon be available, but if you want a sneak peek, LISTEN TO THE INTERVIEW at LandscapeLeadership.com. Better yet, join the community there.

This podcast is a FREE DOWNLOAD from LandscapeLeadership.com!

News and Information from the American Academy of Landscape Design

2009-03-04T13:40:00.001-08:00

American Academy of Landscape Design

MARCH 4, 2009

In This Issue

Grading and Drainage

10 Step Design Process

Quick Links

Greetings!

Just got back from vacation and it's no fun coming back to the cold! Though, with 50 on the horizon for tomorrow, I guess spring is on its way.

Your time is valuable, so this newsletter is intentionally short.

SEE GRADING AND DRAINAGE BELOW.

BASED ON FEEDBACK FROM MANY, AS WELL AS A CHECK OF VISITS TO THE WEB SITE, THERE IS CONSIDERABLE INTEREST IN THIS TOPIC. IF YOU HAVE ANY INTENTION OF TAKING THIS COURSE "SOME DAY," THIS MAY BE YOUR LAST CHANCE. DEADLINE IS FRIDAY.

Sincerely,

American Academy of Landscape Design
www.aaldweb.com
847-657-7900

Grading and Drainage
Chicago, March 12-13 (link), DEADLINE IS FRIDAY, MARCH 6 AT 3 PM.

Tuition: $495

If this is a course you plan on taking "later," this is the time! It is highly likely that we will not be offering this course again.

Okay, we all know that water flows from high places to low places. We also know that it travels by the path of least resistance. Now what?

You just got that design project on the sloped site. You know you'll need some steps. But how many? How big?

Grading can a tough thing to get your head around. In this course we'll take it down to its very basics. We'll explore how to read a grading plan and how to create our own.

Participants will shoot grades with various instruments, from the very low tech up to state-of-the art electronics. By doing it ourselves, we understand better.

We'll translate field measurements into plan form, take our spot elevations and interpolate contours. You have to understand what you're starting with before you can design something new.

Following are comments from last year's Grading and Drainage Workshop.

"You presentation was excellent, as was the facility and the course materials provided to us. I especially appreciate the time you took to address our individual comments and questions during the seminar. The information was presented in a manner that was very practical, so as to be implemented immediately in the field." - Scott M.

APLD 5.0 CEUs
PLANET 2 Education Units

enroll now

10 Step Design Process

UPDATE: DOCUMENTS FROM OUR 10-STEP DESIGN PROCESS WILL SOON BE AVAILABLE ONLINE. GO LISTEN TO THE INTERVIEW AND LEARN HOW THEY WILL HELP YOU GROW YOUR BUSINESS. SUBSCRIBERS TO THIS NEWSLETTER WILL NOTIFIED WHEN THEY ARE ONLINE.

Recently I did an interview with Chris Heiler at LandscapeLeadership.com where we discussed the 10-Step Design Process we developed at Garden Concepts. It is the process that governed a client's experience from start to finish.

Correction! This podcast is a FREE DOWNLOAD from LandscapeLeadership.com!

News and Information from the American Academy of Landscape Design

2009-02-16T13:17:00.001-08:00

American Academy of Landscape Design

February 16, 2009

How Many Steps?

Grading and Drainage

What is the maximum number of steps you can put in a driveway?
Yes, it's an absurd question, but one I asked jokingly of a few colleagues about a year ago. I was working on a project with some complicated existing conditions: Older home with detached garage and some serious drainage issues that went unnoticed only because the old gravel driveway allowed water to percolate rather than run off. They had puddles for sure.

Anyway, while working out a new configuration it became apparent that the grades were pretty impossible. I was fortunate to have a lot of information to work with and was able to determine early in the design process that there were going to be problems that needed a creative solution.

I've simplified the description a bit, and the solution would be difficult to describe here, so I won't bother. The point is, even for someone reasonably well-versed in solving grading and drainage problems on residential properties, this one was a challenge. The good news is that we figured it out in the office. Had we decided to "work it out in the field," as many of us do in a design-build scenario, there would most definitely have been some unwelcome and possibly expensive surprises. With those surprises come uncomfortable client conversations. Been there. Done that. No thanks.

If you've been there too, and still aren't comfortable with it, please do yourself a favor and sign up for our Grading and Drainage Course in March.

Tim's Blog

More About Us

Greetings!

Just a quick update as a deadline approaches for the Grading and Drainage Workshop.

Also, I posted some feedback from the last newsletter on the Blog.

And, for those of you studying for the L.A.R.E., I have a "like new" study guide for Section E listed on eBay for a very nice price!

Sincerely,

American Academy of Landscape Design
www.aaldweb.com
847-657-7900

Grading and Drainage
Chicago, March 12-13 (link)

Tuition: $495 (Save $50 if you register by 2/19)

Okay, we all know that water flows from high places to low places. We also know that it travels by the path of least resistance. Now what?

You just got that design project on the sloped site. You know you'll need some steps. But how many? How big?

Grading can a tough thing to get your head around. In this course we'll take it down to its very basics. We'll explore how to read a grading plan and how to create our own.

Participants will shoot grades with various instruments, from the very low tech up to state-of-the art electronics. By doing it ourselves, we understand better.

We'll translate field measurements into plan form, take our spot elevations and interpolate contours. You have to understand what you're starting with before you can design something new.

Following are comments from last year's Grading and Drainage Workshop.

The Earlybird Deadline is quickly approaching. If you think you may sign up, even after the deadline, please let me know that you are thinking about it. Also, let me know if you have any questions.

APLD 5.0 CEUs
PLANET 2 Education Units

enroll now

This email was sent to tim57.aaldnews@blogger.com by tim@aaldweb.com.

Update Profile/Email Address | Instant removal with SafeUnsubscribe™ | Privacy Policy.

American Academy of Landscape Design | 1926 Waukegan Road | Glenview | IL | 60025

News and Information from the American Academy of Landscape Design

2009-02-09T15:57:00.001-08:00

American Academy of Landscape Design

February 9, 2009

Louisville WorksGrading and Drainage

Toodledo

Etiquette

Toodledo
I know it's a little of my normal topics, but I thought I'd share a tool I've been using for awhile. Other iPhone users will no doubt sympathize with me when I say I miss my To Do lists. As great as the iPhone is (it IS pretty cool!), it lacks a built-in To Do or Task list. Enter Toodledo. I gotta say, managing tasks is really simple with this. The iPhone or iPod Touch version, available from the App Store, works really well on the phone. The desktop version is web-based, so you can access it from any computer. The free version is fine for most stuff, and the paid version offers much more power.

Tim's Blog

More About Us

Greetings!

Winter in Chicago is always an adventure and this winter has been no exception. From what I read from my Facebook friends, it's been nutty all over the place.

Sincerely,

American Academy of Landscape Design
www.aaldweb.com
847-657-7900

Grading and Drainage
Chicago, March 12-13 (link)

Tuition: $495 (Save $50 if you register by 2/19)

Okay, we all know that water flows from high places to low places. We also know that it travels by the path of least resistance. Now what?

You just got that design project on the sloped site. You know you'll need some steps. But how many? How big?

Grading can a tough thing to get your head around. In this course we'll take it down to its very basics. We'll explore how to read a grading plan and how to create our own.

Participants will shoot grades with various instruments, from the very low tech up to state-of-the art electronics. By doing it ourselves, we understand better.

We'll translate field measurements into plan form, take our spot elevations and interpolate contours. You have to understand what you're starting with before you can design something new.

Following are comments from the Design Workshop we ran in January.

"It was great meeting you and getting the great first hand teaching from one of the best. Your design ability inspires me." - Grant W.

"Thank you for your workshop. I appreciated your down to earth approach to teaching design concepts and how much you shared with us on what you put into the many projects you worked on over the years. Your passion for aesthetically meaningful landscape designs came through in your teaching. You were able to distill your many years of experience into a workshop loaded with information, examples and professional feedback. Not an easy task for a short seminar." - Cheri S.

"You did a very good job of keeping the course interesting as well as informative. Just like composition or a comedians joke well, you managed to create a learning experience for us in the same manner. It all came about in an entertaining circle of knowledge. I wish I knew if I had the potential to be a great landscape designer like you.... I will give my employer good feedback about you and hopefully they will send some more of us to another class in the near future. I am looking forward to as many as they will allow me at attend." - Marilyn C.

APLD 5.0 CEUs
PLANET 2 Education Units

enroll now

Etiquette and The Client

In this newsletter, I've discussed sales numerous times. In my view, people don't want to be sold to, but they love to buy. Our goal in sales is to get them excited about buying and putting them in a position where they want to buy and want to buy now.

We also know that people buy from people they like and from people they trust. So Rule Number One is "Be Likeable." How do you do that? First of all, be a human! Be yourself. When you meet a potential client, you don't have to go into "sales mode." Pretend you just met them in a social situation and begin there.

Some simple (and probably obvious) ideas: Offer to take your shoes off when invited inside. Leave the cell phone in the car. Ask if they have any immediate time constraints. Arrive early. If you are running even a few minutes late, call ahead.

If these things irritate you too, consider how they may be received by a client or potential client: Answering a phone call in the middle of a face-to-face conversation. Who is more important, the person looking you in the face, or the person on the phone? Forwarding forwarded emails without cleaning up the previous recipients. Unless this history is important to the message, you may be compromising someone's privacy, someone you don't even know. And speaking of email, in a business communication, it's best to use correct grammar, spelling and punctuation. It's easy for texting slang and abbreviations to find their way into emails and often the tone of the intended message gets lost. Remember that the recipient may view such usage as lazy or uneducated. Here's an article with more.

Is all of this obvious? I hope so.

10 Step Design Process

UPDATE: DOCUMENTS FROM OUR 10-STEP DESIGN PROCESS WILL SOON BE AVAILBLE ONLINE. GO LISTEN TO THE INTERVIEW AND LEARN HOW THEY WILL HELP YOU GROW YOUR BUSINESS. SUBSCRIBERS TO THIS NEWSLETTER WILL NOTIFIED WHEN THEY ARE ONLINE.

Recently I did an interview with Chris Heiler at LandscapeLeadership.com where we discussed the 10-Step Design Process we developed at Garden Concepts. It is the process that governed a client's experience from start to finish.

Chris has posted it for download to your iPod or to listen to online, but only for members. Check it out.

News You Can Use from American Academy of Landscape Design

2008-11-25T07:27:00.001-08:00

American Academy of Landscape Design

November 25, 2008

The Power

Details Recap