February 27, 2024

Five Best Practices in Landscape Sales Prospecting for Commercial Landscaping Companies


Sales prospecting is the lifeline of commercial landscaping companies, ensuring a steady flow of new leads and opportunities. However, with the industry's competitive nature, simply reaching out to potential clients isn't enough. 

A strategic, multifaceted approach is required to stand out and secure new business. Drawing on the expertise of seasoned professionals from the green industry, this blog presents 5 best practices for effective landscape sales prospecting.

  1. Diversify Landscape Sales Prospecting Channels
  2. Prioritize and Qualify Leads Effectively
  3. Implement a Continuous Landscape Sales Prospecting Strategy
  4. Keep Your Sales Team Motivated
  5. Measure Sales Prospecting Success with Clear Metrics

Let's cover these in detail.

Team Attentive.ai poses at booth
An all-smiles team Attentive.ai, poses together.

5 best practices for effective landscape sales prospecting

Diversify landscape sales prospecting channels

Diversifying your prospecting channels significantly enhances your chances of generating new leads. Trade shows, referrals, cold calling, and local drop-ins have all proven to be fruitful avenues. 

For instance, the top of our list of landscape prospecting methods is leveraging trade shows. And building relationships with property managers can open doors to valuable opportunities. 

Similarly, cold calling, though often daunting, remains an effective tool when done correctly. Embracing digital platforms for prospecting, such as targeted marketing campaigns and virtual sales calls, can also yield impressive results. 

Matt Stinson, SMB AE, Attentive.ai, suggests that, “if you are assigned a territory, get out on the streets and understand your surroundings. Especially if you are new to the area or not a seasoned BD with contacts, I would take 1 road a day, drive it, scout viable properties/prospects, do my homework, and start working the funnel.”

"An area that is underutilized in the industry is the Sales Development Representative (SDR) motion. Along with a well thought out and cohesive marketing strategy," adds Shawn Prince, VP, BizDev, Attentive.ai

Prioritize and qualify leads effectively

A key aspect of your sales prospecting strategy is qualification. The process of qualifying leads is critical to ensure that time and resources are invested in the most promising opportunities. Shawn's approach—evaluating a lead's willingness to engage, collaborate on a project's scope, and discuss budgets—serves as a practical framework. 

"I think part of qualifying is making sure you have access to the decision maker. If you have the ear of the DM, they move to top priority." - Jess Volpe, CSM, Attentive.ai.

The ability to quickly discern a lead's potential allows for a more efficient allocation of effort, focusing on those most likely to convert into valuable clients.

Implement a continuous landscape sales prospecting strategy

Prospecting should be an ongoing activity embedded into the daily routine of your sales team.

Jess Volpe talks about landscape sales prospecting, "Prospecting happens, ALL. THE. TIME. Everything is an opportunity.

Opportunities can arise at any time and place, advocating for a mindset where every interaction is viewed as a potential lead. Matt highlights the importance of maintaining consistent prospecting efforts to avoid sales slumps, referencing Jeb Blount's "Fanatical Prospecting" principles on the necessity of continuous engagement with the market. 

“Consistently making sure people in my market know me and what I have to offer,” adds Brandon Flynn, SMB, AE, emphasizing keeping your company top of mind in your market.

Keep your sales team motivated

The success of any landscape sales prospecting effort largely depends on the motivation and skill of the sales team. Hiring individuals with the right attitude and aptitude is the first step. Setting clear expectations and creating a culture of high performance can inspire sales professionals to excel. 

"Number one, hire the right people. I don't specialize in motivation, but you can set the tone and expectations for a high-performing team." - Shawn Prince, VP, BizDev, Attentive.ai.

Regular training and support, along with recognizing and rewarding success, can further enhance their effectiveness.

"Ultimately, hiring the right people who have proven they know how to hit their numbers and trusting that they will.  It's not a one-size-fits-all, some people need to make a hundred calls a day to be successful some can make one right call a week and hit their goals."

Measure sales prospecting success with clear metrics

Measuring the effectiveness of prospecting activities is essential for continuous improvement. Scheduled meetings, signed contracts and engagement levels offer tangible metrics to assess performance. Understanding the sales pipeline and executing the identified strategies are key.

You have to shape the finish line for yoursales team. Understanding the pipeline mathis key, but executing on it is more important." talks Shawn Prince, VP, BizDev, Attentive.ai for landscape sales prospecting

Keeping a close eye on these metrics allows for the fine-tuning of strategies and tactics, ensuring that your prospecting efforts are as efficient and effective as possible.

Always. Be. Prospecting: Over to you

Successful landscape sales prospecting in the green industry requires a strategic, informed approach. By diversifying sales prospecting methods, precisely qualifying leads, fostering a continuous prospecting culture, motivating the sales team effectively, and measuring success through clear metrics, companies can enhance their lead-generation efforts.

We hope this article helps you achieve success in sales with a combination of persistence, strategic thinking, and genuine passion for what you offer.


What are the best landscape sales prospecting strategies?

The best landscape sales prospecting strategies involve a blend of traditional and modern techniques tailored to the landscaping industry's unique demands. These strategies include:

  1. Diversifying prospecting channels and utilizing a mix of trade shows, referrals, cold calling, local drop-ins, and digital marketing campaigns. 
  2. Building strong relationships with property managers, existing clients for referrals, and industry contacts can lead to new opportunities. 
  3. Use digital tools like Accelerate CRM system for managing leads and customer information. And software like Attentive.ai’s Automeasure for automated site measurements to enhance your bidding process.
  4. Stay informed about industry trends, new technologies, and landscaping practices. 
  5. Personalize your outreach. Tailor your communication to the specific needs and challenges of your prospects. 
  6. Focus your efforts on leads most likely to convert by evaluating their project scope, budget willingness, and decision-making process.

What is the prospecting stage of landscaping sales?

The prospecting stage of sales is the initial phase in the sales process, where salespeople identify potential customers (leads) who may be interested in their products or services. This stage involves researching, reaching out to potential leads, and determining whether there is an opportunity for a sale. The main goal of prospecting is to build a pipeline of potential clients. And to qualify these leads based on their interest, need, and ability to purchase.

How does Attentive.ai support sales prospecting for landscaping companies?

Attentive.ai offers tools that automate site measurements, helping landscaping companies generate precise estimates faster. This supports more successful bids and strategic prospecting by allowing sales teams to focus on high-potential leads and personalized engagement strategies.