How to Grow Your Landscaping Business

The landscaping industry continues to grow upward—how about your business? If you feel your growth has stagnated or isn’t moving rapidly enough in an upward direction, we can help. Here we’ve laid out the what, where, and how to grow a landscaping business. We’ll provide ideas, strategies and ways to increase your profits, acquire more clients, and even how to make money in the winter as a landscaper. It’s a general how-to on growing your landscape operation. Whether you’re a two-person operation or have a fleet of machines on the job, these strategies can serve you well.

HOW TO GET MORE LANDSCAPING CLIENTS

Look in the mirror. Okay, now look in the metaphorical mirror and give your business a good once-over and then give it another. Assessing your own operation is like ironing clothes that you’re wearing... It’s difficult. Breaking down the components of and avenues to building your client base can yield great results.

Social Marketing

Seems like a bit of a no-brainer, but you’d be surprised how many folks let this aspect of marketing their business slide. Set up accounts on Facebook, Instagram, X, LinkedIn, and YouTube. Keep them up-to-date and create a calendar of posts going forward. Make certain your content is clear, has value to your audience, and contains a point-of-view. Providing helpful information and tips (without giving away the shop) make your content more valuable and you appear knowledgeable (because you are, of course).

Customer Referral Program

Potential customers referred by existing customers are far more likely to become new customers than those who come upon you by other means. Incentivize your customers to spread the good word on your good work. Offer gift cards, cash, or credit toward your services. Keep careful track of your referrals, reward promptly, and thank everyone involved.

Branding and Signage

Technically speaking, signage is branding, when done right. Branding is a very large conversation, but for our purposes just know that branding is not simply a logo, it’s the sum total of your business—name, graphics, colors, and most importantly, the results you deliver and the impression you make. Let’s assume you have a brand—now get it on stuff:

Your trucks are roving billboards. Keep them clean and well-marked with your name, logo and simple contact info.
Your people are walking, talking, working brand ambassadors. Keep them outfitted with smart branded shirts and equipped with the ability to answer questions and represent your business impressively.
Your worksites are ideal places to plant a sign directing passersby to find out how they too can have this kind of brilliant work done on their behalf.

WAYS TO INCREASE PROFITS IN THE LANDSCAPING INDUSTRY

For the most part, finding new streams of income, or improving current streams of income requires small adjustments and a bit of creativity. It can be about the services you offer—new or expanded services. It’s about creating an experience for your customers that they can’t resist telling others about—nothing beats spreading the good word. Increase your knowledge and your profits with the tips below.

CHOOSE A NICHE

“Niche” is essentially the $10 word for “specialty.” This is a unique service provided to a very specific consumer segment of the landscaping market. In order to commit to specialty work you’ll need to do some homework and research the possibilities in your particular area.

The possibilities for niche work are expansive. Many of these niche options can be very region-specific, client-specific, and even personnel- and equipment-specific. If done correctly, specialty or niche work can absolutely differentiate you from your competitors. To that point, part of your research should determine if there are indeed any viable competitors in the niche market you’re considering.

Types of specialty work include drought-resistant landscaping, smart irrigation technology, organic lawn care, green roof installation, and even services like holiday lighting installation.
Other very lucrative specialty services involve steep slopes and difficult terrain work. This sort of work requires proper equipment and gear, and opens up a wide range of application options:

Canals, dams, ditches, and levees embankment maintenance
Landfill slope management and maintenance
Swamp and wetland vegetation management
Roadsides and bridge embankment work
Retention ponds, catch basins, and containment berms maintenance
Fire fuels reduction and defensible space creation

Survey your clients about services for which they have a need but no current solution. Suggest services you are considering adding to your offerings and ask customers to rate the likelihood of them utilizing these options.

Specialty work is one of the more effective ways to increase profits in the landscaping industry. By working ‘The Niche,’ your operation will stand out in your market with a competitive advantage and a brand distinction. These steps can help in scaling your business and generate more profit at the bottom line.

INVEST IN YOUR EMPLOYEES

If you have good employees, consider yourself fortunate, lucky, an amazing employer, or all of the above. Labor is hard to find. Talented, reliable labor is very hard to find. While it’s always right and good to treat employees well, it’s even more critical in an industry beset by non-stop labor shortages.

Pay well. You can save a buck or two an hour but miss out on a grand or two a week in potential revenue. If your people are uninterested in taking initiative or simply don’t operate productively, you need to consider a wage that reflects an expectation of higher standards (and possibly new people). Paying better can include incentives and bonuses for specific productivity goals and an overall company profit-sharing program.
Equip well. Your employees will gauge your concern for them by the equipment you provide. Outdated and unreliable machinery is not only unproductive, but also dangerous. Show your people that their safety is paramount. Provide state-of-the-biz personal protection gear and comprehensive training.
Train well.As just mentioned, training and education are key components to an effective and fulfilled team. Be sure your crew is current on equipment uses, product demos, latest techniques, emerging trends, and customer service best practices. Investing in your talented people always pays off.
Communicate well. We all know how quickly and easily misinformation travels and becomes imbedded in hearts and minds. Keep an open channel of dialogue between management and frontline employees. Put communication elements in place like newsletters, morning kick-offs, text threads, and regular meetings to provide official clarity.

IMPROVE THE CUSTOMER EXPERIENCE

Can we sum up this section in two words? Yes: Customer First. The fact is none of the above or the below matters if the work is not done well, promptly, and professionally. All the marketing, pitching, advertising, strategizing, and shouting will be nothing but loud, hot air if you don’t deliver on the ground.

While it seems more than obvious to say treat your customers well, it simply is not the overwhelming norm out there. Too many providers don’t understand the importance of truly thoughtful, intentional, and positive customer experiences. People notice. People notice demeanor and tone. People notice your vehicle and equipment. People notice the way you interact with them and each other. People notice the work and the condition you leave a job site.

You must pay closer attention to your operation, because your customers certainly are. Take the time to know your clients’ names and make the effort to understand their unique situation and pain points.

Consider offering unique deals around seasons, and even specific holidays—how about an Arbor Day Special? Celebrate a customer’s anniversary with your business with a discount or gift card to a nursery, or use your imagination.
Are you more efficient than your competition? Guarantee your customers a quick turn time on the work.
Keep your customers fully informed about the condition of their property, and about changes or upgrades to your business.

If you can say that the choices you make are always customer-first choices, you should be seeing 4+ stars consistently.

DIVERSIFY IN THE WINTER

Snow Removal—Does it snow in your area? If you answered “Yes,” read on. Winter snow removal can dovetail nicely off your summer green work. Use the same mailing list and the same marketing channels you use for warm weather work.

Determine your equipment needs and what kind of investment is required to offer legit snow-busting services.
Figure out your pricing strategy based on competition, your estimates of time allotted to any given job, and your ROI projection.

Holiday Lighting—Are there holidays in your area? If you answered “Yes,” keep reading. It’s a winter service that requires no snow, but it does require some investment and decisions.

What sort of clients do you want to serve? Residential and small businesses may be a good place to start.
Are you capable of designing lighting and decoration schemes? In some cases your client will have a very defined idea of what they want; in other cases, it’ll be on you to propose plans.
Will you rent or sell the lights and décor to your customers? You’ll need to determine costs and profit on selling versus renting, factoring in storage, maintenance, and installation.

Indoor Landscaping—Take your outdoor skills indoors (and use your indoor voice). Many current customers have a need for indoor landscaping services and plant care.

Connect with current customers and market through your current channels for indoor services, both residential and commercial.

Firewood Services—This could be one of the simplest and most direct transitions from your regular landscaping activities.

You have the resources and probably the equipment. If you work with tree removals, start there. You likely already work with chainsaws, log splitters, and trailers, so your investment could be minimal.
Target your current customer list and your marketing channels to promote your additional firewood services.
As mentioned, tree removals are a great source of product. But you should also explore suppliers for a variety of species and a steady, reliable source.
Firewood is not just for winter. Augment your summer income as a firewood supplier to those who do outdoor cooking and use fire pits. Oh, and why not offer fire pit build services?

Hardscaping—With homeowners and commercial property owners looking to lower maintenance and create defensible wildfire space, hardscaping is a real option. This service can be offered year-round but can be especially helpful to the bottom line in the winter months (especially in minimal snow regions).

Hardscaping projects use non-living materials to build visual interest. These projects can include rock and other non-living ground cover, patios, water features, walks, statues, brick, fire pits and more.

Gutter Cleaning—Working in the gutter (so to speak) is a simple, straightforward way to enhance your service and profits in the slower months.

Tap your current customer base and expand from there.
Your ticket in is low-cost and low-risk—ladders, gloves, and a few basics. Be careful...do this kind of work safely.

THINK ABOUT THE FUTURE

How do you do business?

A comprehensive business plan is critical for any company, and certainly essential for the multi-variable, daily-curveball, check-the-weather landscaping business.

Create a business plan and gain the competitive advantage that a proper business plan can provide. A solid plan will feature the following sections:

Company Description. You can also think of this as an overview. Describe the background of the company, the founders, the type of work you’re doing and the customers you’re servicing.
Market Analysis. Define your local market, the potential customers, and the competitors within that market. Determine strengths and weakness of your competition and state how you will distinguish yourself.
Your Services. What services is your business equipped, via gear and people, to do right now?As you grow your offerings may change or expand—update the plan when that occurs.

- Management Structure.Is it just you and your brother? Fine. List founders, managers, and other key positions in the management chain. Include brief career backgrounds and experience. You should also register as one of these entities: limited liability company, sole proprietorship, S-corp, corporation, or partnership. Check the US Small Business Administration for details: Registering Your Business.

- Marketing Strategy. Who are you and why should I care? Here you will give an overview of how you intend to communicate with the world, aka, your defined audience. You can list social media, website, blogging, branded clothing and vehicles, advertising, and other promotional materials.

Financial Projections. You need to project your income and expenses (the income statement) and your assets and liabilities (the balance sheet). Also create a cash flow statement, showing the cash you expect to have on-hand each month. Cash flow is key to business operation. A negative cash flow requires a business loan to cover expenses. By planning ahead, cash flow problems should not be an issue.

- Executive Summary.While it’s last on this list, it will appear first on your business plan. This should be slimmed down, abbreviated version of the full plan. Provide a tight paragraph overviewing each of the above six sections.

By documenting your business’ direction, ways, means, and goals you create a tangible touchstone to turn to when decisions need to be made. You aren’t swatting at the next shiny object, you’re making moves that move you forward. You’re prepared when looking to secure funding, planning for human resources, and ensuring efficient and profitable growth. Plan to succeed.

REDEFINE THE BUSINESS OF MOWING WITH RC MOWERS ROBOTIC MOWERS

We believe that innovation, precisely developed and properly applied, is a year-round way to grow any landscaping business. As we all know, a major barrier to growth in our industry is labor—the profound lack thereof.

Our Autonomous Mowing Robots™ (AMRs) are designed to operate like the best high-quality, zero-turn mowers with one exception—the driver. By deploying our AMRs, your operation can execute the same traditional mowing services with one-third the labor force and one-third the labor cost, while earning the same revenue. These machines make your business substantially more productive and provide your reliable employees an opportunity to build new skills and perform the detailed work autonomy can’t handle.

Our Remote-Operated Robotic Mowers are also year-round solutions to the frustrating lack of good labor. In addition, these machines are business-growers. They allow you to perform steep slope and difficult terrain work with one operator and one machine, rather than a crew of 5-7 swinging away with string-trimmers. The work gets done in record time and your operator is always safely working from a distance on solid ground. Our technology instantly makes you a specialty-work specialist. Our R Series units are designed for inclines up to 50° without a winch and for cutting material up to 1.5 inches in diameter. This opens an entire world of niche work and real revenue—and that’s good 365 days a year.

Take us up on our offer to bring our machines to your field, your hill, your patch of dangerous terrain for a demo and a discussion. No cost. No obligation. No bull.