Salesmanship for professionals

By Todd K. Miller, ACF

1. Remember that, like it or not, you are a salesman when making a first contact with a prospective client.
2. Be familiar with the forestland in your work area so when a prospective client tells you where their property is located, you'll have a pretty good idea of what it might look like.  This can lead to discussion of the general area of their property and other work you may have done in the area. 
3. Be prepared to answer the typical questions a prospective client might ask but remember that every landowner is unique  Understand that listening is just as, if not more, important than talking.  Answer particular questions using plain English.  You may think professional jargon is impressive, but non-foresters probably don't know--or care--what basal area is. 
   
4. Seek common ground with the landowner.  One way to gain a prospect's trust is to talk about anything they want to discuss.  For instance, talking about deer hunting may get them to open up and feel comfortable talking to you.
5. It is advantageous to have a mutual friend/acquaintance (e.g. neighbors, fellow church members, others in the community, or a previous client).
6. Make sure you get the landowner's contact information for follow up (e.g. name, address, phone number, e-mail, property description, etc.).  For more information, take a look at the "Initial Landowner Contact Checklist" in the members-only section of the ACF website.
7. Always ask for a decision to close the deal.  The timing of this comes with experience.  Describe the specific services you offer that best serve the prospect's needs and objectives, then ask if it is OK to send  a work agreement for that service (also a checklist on the website).  That way, your prospective client will have it handy when you discuss any other questions. It makes it easier for the landowner to say "yes" to YOUR services if all he/she has to do is sign a work agreement and send it back in a self-addressed stamped envelope. 
8. Lastly, truly believe in what your selling--your forestry expertise.  

Todd K. Miller, ACF, CF
Michigan Registered Forester #616
Grossman Forestry Co.
906-293-8707

www.Grossmanforestry.com