Getting into sales

[Fairfield]

Your company may not be interested in the market you think is being missed. Chasing price becomes a bad model unless it's right across the board for all your work. Learn who the company is targeting as their clients and who isn't. That's part of Selling 101. That said, just like the training you've done to become a competent arborist, do the same to become a competent sales person.

Take some communications courses of which technical writing is one. It's all about reaching a specific audience and understanding what their needs are. You're right about not contradicting the sales people as that is eventually going to undermine the whole business. See John Cleese's "Who sold you that then?" training video. Dated but still relevant. Communicating isn't about dumping information in the name of educating. It's about conveying the right information in a manner that the audience will understand and relate to.

Entering sales is a whole new world where your current experience forms a knowledge base to inform your decision making. Soon enough you'll be that guy who hasn't been in a tree for years. That means you need to keep up with how your crews perform so you'll be better at your job of selling their work.

Good luck!

I agree whole harted with this @treehumper . Also the other important thing that I have fully bought into is my personal brand in the market that coexist with the brand of what or who I sell for. Being in climbing photography it is always a balance of the brand I am doing a job for and what they want while still selling my own style that got their attention in the first place. I too am looking at getting into selling tree work as well as an extra source of income, but I plan on taking the long road on it. Setting up all my branding for myself ahead of time, sitting back and watching the market and watching what others are doing (good and bad). Playing more of a patience game heavily first before stepping in.... but then still having the patience after I get going not to chase after rabbits that lead to poorly "won" bids.

Always keeping in the back of my mind that just because I am a successful climber and have had success selling marketing for photography, does not equal I will win at selling tree work.

 

[treehumper]

@Fairfield that's the approach to take. Know your brand, know your client. If price is going to be the overriding factor then they are not your client. It may mean doing work that others won't do. You want them hiring you because of the knowledge and expertise you bring, not because you're a climber with a saw.