selling deep root fert

macrocarpa

macrocarpa

Branched out member
Location
Midwest
I have struggled with selling fert, however I am an arborist and not a pushy salesman.

But does anyone have a successful approach to selling fert? Such as pamphlets, before & after pics, catch phrases, handouts etc?

I am using all organic beneficials and add synthetics when it is warranted, so I'm not looking to discuss the ethics of ferting. I just want to learn more about increasing sales in this area because since starting the fert program I have seen a significant improvement in trees that had grown very little and appeared weak in the pre-fert 3 years after planting due to poor soil conditions, and noticabe improvement in large specimens as well.

So I consider it a valuable tool that cutomers appreciate if they give me the chance, its just getting the go ahead from the get.
 
First, consider what you mean by 'deep root' fertilizing.

Are there shallow roots that aren't getting fertilized?

DR is a term that needs to be pruned out of our vocabulary. I think that it is a carry over from the days of punching 6" holes and filling them with two cups of fert., being 'shallow root' fertilizing. To differentiate, some one came up with the term 'deep root' meaning depth again by nothing really to do with layers of roots.
 
IMO there is nothing wrong with the term deep root - it helps diferentiate from turf fert to the client....I prefer the term deep root feed though.
As far as selling it....If you know the benefits forwards and backwards you'll recognize when it's needed and have better luck selling it. Keep in mind don't waste your time trying to sell it to the tight who doesnt think of there trees except when they're laying on there house.. they are not your propspective clients....
 
Macro - the key to selling fert is confidence. People will seriously buy anything from you if you sound like you are certain and you have built a local reputation as being a knowledgeable dare i say "expert".

You have to instill trust in your clients. And when your clients trust you, you must deliver.
I've struggled with fert over the past few years. I'm not convinced (a least without a soil test) that fert is the best treatment for trees. I've only ferted old trees or ones that show poor growth. But fert can introduce other problems (like increased insect activity and fungal growth) by introducing too much nutrient to those that feed on the tree.

Treejunkie: you should ask James Urban what he thinks about "feeding trees" Trees eat air and water, not nutrients. I'm just the messenger here.

I've switch to kelp and mycorrhizae treatments. The myc for obvious reasons and the kelp to feed soil processes that release nutrients (tell me i'm wrong with this if you can as i'm not convinced that the net benefit to the tree is greater than with typical fert)

Just look to the lawn care industry to know how backwards it is to fertilize plants (without a proper soil test anyway)
 
"the key to selling fert is confidence. People will seriously buy anything from you if you sound like you are certain and you have built a local reputation as being a knowledgeable dare i say "expert"."

Like a snake oil salesman.
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"Treejunkie: you should ask James Urban what he thinks about "feeding trees" Trees eat air and water, not nutrients. I'm just the messenger here.


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My point wasnt to get into the technicalities...let the scientists do there science and say it how they want to say it. It's my job to interpret it well enough to be able to sell it(and get reliable results). Something many on this site are not very good at. However it seems many have made themselve expert critics of all things phc...
 
It would seem easy to sell to your existing clients while at doing trimming. After your done just ask if theyde be interested in a soil sample to see what nutrients the soil is lacking and find out what to apply to benefit the trees overall health. Iv never done it so im sure easier said then done but im hoping to start providing this as a service
 
I use the roots base products for deep root fertilization with a liquid injection. I use it on trees that are newly planted, and trees that are just starting to become stressed. Anythings more serious I try and do a soil sample and then show the results to the client and let them see that the tree needs fertilizer, or whatever the sample says is deficient.
Usually first time clients want the one application treatment that will cure it all. I have to educate them at this is a process and it starts with a soil sample, then a recommendation of what is needed to help in any area's that the tree is deficient in. This could be a one, two, three, or more applications to get the tree back on track. This is really successful when you have a client who loves the tree and wants to save it. It also works really good with properties that your already doing pruning and tree maintenance to.
One way that I try to sell it, is to remind people that 50% of the tree is underground. If the tree is stressed and showing sings of decline with deadwood in the upper canopy and all we do is prune out the deadwood, we have not solved the problem. I think the average person forgets that trees have roots and just how valuable they are.
 
We use PHC for Trees and Bio-Pak Plus, and mix in our compost tea that we brew. I had been reluctant to sell Fertilization for years, even when a client asked for it.

Now, using the products we are using, I don't have a conflict telling clients that fertilization is a good thing for Urban Trees. The public has been primed for the "need" to fertilize their trees. I think if you have a good product, and the client wants it, and it can't hurt the trees, why not sell that re-occurring service?

SZ
 
guymayor said:
The best tool for selling this is a soil probe. Pullout a 12" core (if you can!) and show them how infertile the lower strata are. Touch it, feel it, and invite them to do the same.
This service is all about simply expanding soil volume for the tree. The 3 primary amendments are air, water and OM.
Click to expand...


Agree totally, Guy. I have a soil probe and the best thing for the clients to see is the heavily compacted soil profile. I also like to show the difference between soil under turf areas, and soil under planting beds.

SZ
 
Michael, if it's hard to use the probe, that helps make the case for deep soil work.

an auger is a drill; what does it give you to look at?

Also, when you are strolling the grounds with a client, can you use an auger like a cane, or a magic wand?

Aguamenti!
 
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