Blizzard & Bloom: Insights from the Ice and the Green Scene

Growth, Relationships, and Sales Strategies in Landscaping

• Jay Rotonnelli • Season 1

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Join us for an enriching conversation with Mike Skeats, a Senior Landscape Sales Professional at Piscataqua Landscaping, as we explore the ins and outs of building relationships in the landscaping industry. This episode dives deep into the significance of transforming transactional sales tactics into meaningful, long-term relationships with clients. Mike shares his personal journey in the landscape sector, shedding light on how genuine understanding and listening have become essential tools in his sales approach.

Listeners will gain insightful strategies on managing client relationships, prioritizing emotional connections over mere transactions. Whether you're looking to enhance your skills in landscaping or simply wish to understand the underlying principles of effective sales tactics, this conversation offers universal lessons. Mike discusses the value of collaboration and networking, highlighting how partnerships with other professionals can create win-win situations. The episode emphasizes the importance of a supportive community in enhancing service quality and customer satisfaction.

As the industry evolves, Mike urges listeners to be mentors and learners alike, ensuring the next generation is equipped to handle the unique challenges of the landscaping business. The insights shared in this episode have vital implications for success across all business sectors. We invite you to tune in, reflect on your approach to client interactions, and adopt strategies that can help you bloom and prosper in your endeavors. Subscribe and join us on this journey of growth and empowerment!

Speaker 1:

Welcome to Blizzard and Bloom, the podcast where we navigate the storms and celebrate the triumphs in business and entrepreneurship. Join us as we dive into stories, insights and strategies from top professionals to help you thrive in today's evolving landscape. And now here is your host, jay Rotinelli.

Speaker 2:

Hello listeners, welcome back to Blizzard and Bloom. This is the second episode. Excited, we've got a great guest on today. Just as kind of a recap from the first one. We just really just talked about what the show was about, what it entailed, um, some opportunities, uh to have some industry folks on here, uh, and as well as maybe some non-industry folks. So, um, I think it's going to be a great platform, uh for the likes of folks in the landscape and snow industry and, uh, looking forward to to seeing it and hearing some feedback. So, without further ado, I want to introduce today's guest, mike Skeets. He is our Senior Landscape Sales Professional at Piscataqua Landscape and Entry Service, currently serving the role in the Lakes region of New Hampshire. So welcome, mike. Thanks for taking some time out of your day to jump on with us. Yeah, thank you, mike. Thanks for taking some time out of your day to jump on with us.

Speaker 2:

Yeah, thank you, jay, so we'll get into it. Mike and I have a really long-tenured relationship. We were acquaintances and then friends and friendly competitors Friends again, although we always stayed friends. I guess you can say right, uh helped one another and and worked off of one another. Um, and then, previous to um Piscataqua, uh, mike and I had a a relationship working through uh Belknap landscape company. So um had the opportunity to bring Mike on board here at Piscataqua and I couldn't be more thankful. I think our relationship is tighter and Mike brings a lot to the team here at Piscataqua and they've had an opportunity to learn a lot from him. Anyways, mike, talk to us a little bit about how you got started in the landscape industry and and how you worked your way through to to the position you currently hold yeah, yeah.

Speaker 3:

Well, thank you again for having me on, jay. This is, uh, this is new for me, you know. So, yeah, I look forward to the growing aspect of these, and so in our relationship it's been good and we challenge each other and I really appreciate the opportunities that you've provided Absolutely.

Speaker 2:

Absolutely.

Speaker 3:

But when I first got started into it, I had my own business in the landscaping world and Jay and I started out together sort of and worked off each other as he had explained. And I did that for, you know, a little over a decade and learned a lot, sold a lot, got where I wanted to. But then I, you know, had a shift in what I was doing and decided to go and work for someone else and it was time and I decided to go and I didn't go for a sales position, I went for project managing. I wanted to be hands-on out doing hardscapes. They didn't have a spot available at Belmont, so I went and applied for the sales and it was probably the best thing that's ever happened to me and pointed me in a direction that I had no idea where it was going to take me and the growth I got out of it and due to that, the company at Belknap had just aligned themselves with a consulting firm in Pittsburgh, pennsylvania, and it coaches professionally. It coaches businesses to grow, teaches general managers what their roles are responsibilities, account managers, project managers and sales.

Speaker 3:

And I always had thought back in my day well, I own business, I know how to sell and I did good at it. So I thought, well, but then when I went out to Pittsburgh it was IO. I had no idea the other side of sales, I had no idea the thought in it was qualifying, finding value, selling value and all the psychological ends of being a chameleon and just understanding people and their needs and how to go about that process. And how to go about that process and streamline the process really to find a fit for the company that you're in, fit for your people, fit for the crews. And there was an opportunity. You know I went through that phase and then Jay and I were state-connected and the Biscuit of Quarrel came available with some branches over on the Lakes region and it was. It was time to move on. And now on my next growth, jay, in the sales in the Lakes region.

Speaker 2:

Yeah, absolutely. It's certainly one of the best things that's ever happened to me and that I've been a part of. And just to kind of recap, Mike, I think back to we'll call it what it is the land op days. I think it gave us the ability to understand a little bit deeper, dive into some business fundamentals, the needs and the wants of a great client and how we traverse through that process, and I think that helped anybody that went through that I think really helped helped increase their visibility and ability to be in the business and to really think about it from a different perspective.

Speaker 3:

Yeah, I thought the licensees were a huge benefit as well. You're talking to other landscapers throughout the country and you can ask the tough questions. They're not your competitors. You really got the good, honest feedback.

Speaker 2:

Yeah, and, as we know, in this industry, um, it can be difficult to have um conversations, um, you know, locally and regionally at times. Um, just to you know, some folks fear that, um, they're going to give away their magic sauce, right, and somebody's going to take it and run with it. So talk to us, talk to the audience a little bit about kind of your approach to sales and kind of what makes it unique in the sense, if you want to call it that, and then maybe just some experience you've had with that that has helped you with that.

Speaker 3:

That has helped you, okay. So for me, jay, I'm a tight-beat personality, not an individual that wants to go out and cold call and pound on 50 doors a day to try to get anybody. I take more of the approach of a warm lead, a relationship selling. I really want to sell something for the company and not just meet my quota, and it's certainly a balance there. But I feel it's very important for the people below me that's actually going to be executing the work.

Speaker 3:

I spend a lot of time with the client. I spend a lot of time with the proposals I do to set the stage to make it successful for the project manager and then the guys on the ground that are actually there day to day. Um, and I let the client know our process and how, what the expectations are going to be during this project. Um, and I'll be honest, I feel like we're not a fit. Even if they have the budget for us and they're going to um, our guys have a, you know, feel some pain. So then you know we're either going to talk about it and try to come up with a resolution or I'll, you know, I'll say, you know, thank you, but no, thank you. You know we're just not a fit. So I firmly believe I'm not one to sell everything that comes down the path. I want to make sure it's really a fit for the company.

Speaker 2:

Give me um. I was thinking about um. You had a. You had a. Really you've had a couple great projects um in 24, uh super successful year. All in all, but uh, you created some really great um channel partnerships with uh two landscape architects in particular, and um. Talk to us a little bit about what that was like. You know from the first intro to you know, to executing the work and the follow-up.

Speaker 3:

Well, the first one. He was new and he just got out on his own. The area we live in. We don't do in-house permitting for short-line permitting in wetlands, so I needed somebody to fill that void and I needed somebody to do a little bit of design work. And I aligned myself with Brian and it just started simple, I asked if there was a you know out to him. We had lunch. I said is there any room? That you know is is that we can align ourselves to work together. This is what I'm looking for. What are you looking for?

Speaker 3:

He shared um some things where he wanted to be in life and what he thought he should be doing and the clients that he thought he. He wanted um nice with the clients that we had and what we um align ourselves with and and it was a fit um. So we started and we just worked together and for the first year we were very successful together and we fed each other work and we had a pact that you know if, if I sent him a lead, he'd do the, the permitting and the design, and that was the only one you know that was the um was the provider you know to install the work and then if he had something that he needed somebody to bid on, then you know, there was a couple other bids, but for the most part, if it was in our world, in the lake, um, we made it happen, and Brian and the project manager, scott, they, uh, they hit it off and and really, it's, it's, it's getting like-minded individuals together that are going for the same goal. That's really how this all really works. Sure, sure, the other architect me and another sales individual in our main office, elliot May, went to lunch and he did some work up in the Lake Tree, the north way or area, and he worked more with um kind of um late restoration, shoreline restoration that I have been part of and I was really excited to align ourselves with that.

Speaker 3:

We did a fall install on Lake Jakarta and what a great experience and the guys had never really done any lake shoreline restoration to that capacity and it was a huge win. And you know there's more to come and we're really excited about that and actually this week, and we're headed up for a fall winter festival that they're putting on that would be a part of and um, yeah, that's awesome, it's uh, you've, you've just all the line nicely with.

Speaker 2:

Absolutely, we look forward to more of that yeah, you've done, uh, just a phenomenal job and I think you know you nailed it on the head the kind of the stars need to align right, so it's not just can you do the work or can't you, but it's personalities right. And at the end of the day, we talk about this all the time, justin and I talk about it I was talking with Martin Torado about it last week that we're not only in the landscape system, we're in the people business, and being in the people business carries a lot more responsibility and a lot more work. Anybody can identify scope of work and technical aspects, but not everybody can build those relationships right. So you know part of that is your approach and part of your qualifying process. So I know you spoke a little bit there about you know making sure we could fit and you know going to lunch and making sure it's a good fit for for everyone.

Speaker 2:

But give me some some other examples about how, when you make those proper qualifications, it leads to stronger client relationships. Is there anything you can think of or anyone you could think of in the past couple of years? Certainly, those two are a great example. But I think about you and I talk about the qualifying process all the time, right. And some people will say to us what do you mean you qualify? You don't just get the call and go out and measure it and send them a proposal to do it. No, there's so much more to it, right? There's transactional salesmanship and there's relational salesmanship. So you know just some of those examples about the qualifications and what you look for.

Speaker 3:

Yeah, absolutely. The part of what I look for is, you know, to start with, you know, jay, you and I are both in sales, so one, there's people I can sell to and those same people you probably can sell to, and then there's people there's just an air about an individual. You guys collect or you don't. If the client just doesn't get a good feeling and you can do anything you want. It's just I could send somebody in tomorrow and they could make the sale. You know so.

Speaker 3:

But moving past that, you know, part of being a good fit is timeline. You know budget. Are they willing to work with you? Are they, are they open to your suggestions or are they? You know, every other comment out is you know money budget? Oh, you know that's going to. We're not looking to spend that money here. You know, in's certain. You know, kind of like when I said you know being a chameleon. Well, the same same thing goes when you listen to words that they say, um, and you pick up on their language, you pick up on their body language, you pick up on the husband or the wife or the partner, um, and you, you, you go through this process and then you ask you know how many bids are you doing on this?

Speaker 3:

And you know part of that. You know you can always technically assume they're getting three, especially if it's a larger job. But you just ask some direct questions and you try to, you know, see where they fall, how they respond to it. And so that's part of my qualifying process and along with that is how well I think they're going to get along with the rest of our crews which I touch base in. But super important, and if you get through the qualifying process, I surround myself with like-minded individuals. I surround myself with like-minded individuals and I really feel like they set the stage for me and the company to be successful.

Speaker 3:

So my project manager I worked with last year, I'll bring him to a site and he'll have some really good, you know, thoughts that I didn't think of. Or maybe we're meeting're meeting um for the second meeting and I have him along um just for some additional supportive information of his perspective. And, and you know the clients really like that engagement and you know the project manager has some ownership of that. You know I I only typically do that when I feel like you know this is going to be a win. I'm going to go in that direction, but it really gives a good feeling to the clients that you know we're there for them and we're there to listen. Yeah.

Speaker 3:

So you dig into something you started something right there I can sell themselves, but you know the 80-20 rank, you know%. There's a lot to be said for just listening and having some compassion, some empathy feelings and understanding what they're trying to accomplish and not trying to force something on them that you want, you know. Listen, you know, really listen to them and what they're looking to uh, looking to do.

Speaker 2:

Yeah, you know you, this kind of leads me into the next thing and uh, I didn't mean to step on you while you were finishing up, but it, it, it, it's. It's so interesting to me how we just think alike and and following a great process and what it can do for you. So I think about, as you're talking, you know, through that qualification process and then you know, potentially bringing in a project manager, and you know part of this qualification too is like we're not just there to run out and sell you services or a product of sort that isn't going to fit what your need is or what your pain is. So you know part of that. You do a really outstanding job, Mike, of collaborating with the clients and identifying some of the landscape challenges and really you know saying to them and being, you know, open and honest with a high level of integrity say, you know what you have in mind maybe isn't the best way, so let me take a look at this, or might I suggest this, or let me take it back to my team and see what they think and if that makes the most sense. And I think you do a really great job with that and I'm not sure everybody does that out in the world, right, I think sometimes people get so caught up in the fast pace of things that they're just it becomes order taking.

Speaker 2:

Uh for some and certainly it was during COVID. Uh, things certainly have changed a little bit. We'll talk about that in a few minutes. But, um, I think you know you have that uncanny ability to to really work with the clients, understand what the needs are and kind of you know not to be cliche, but you know peel that onion and really start to understand below the surface. You know what's involved with that. So you know again, I think you do a real great job with that. I'm guessing you know you've learned through some other ways or means and found some success with that as well. So I don't know if there's anything that comes to mind from an experience. I did a lot of reading Nice nice.

Speaker 3:

When we were out in Pittsburgh, they provided us with stuff and, I'll be honest, I was never a reader and then I started reading and gaining knowledge and psychology books really helped me understand the thought process of people and actions, and reading language and body. You know movements. So, yeah, yeah, yeah. Trial and error too. And you know, surround myself with people like you as well. You know, you, you, you have to be open, you have to be coachable, right and be a sponge.

Speaker 2:

Yeah. So it's interesting. You know, as we see, you know, as we're getting older, we're seeing the next generation you know our children's age, quite frankly getting into the industry and finding some success with it. They're working through the challenges. A whole nother show about this, but how do we talk to them about some real life examples of problem solving and that you know you're not just running out there to to make a quick sale, right? So I think that becomes super important.

Speaker 2:

So some of the things I think about and you know you and I have been talking about lately and even with the team, and I think just as recently as last week's sales meeting, you said we're in it for the long-term for the clients. We don't want the ones necessarily that we just go in and clean their leaves and then we leave, because that's a transactional sale and typically you don't really get anything else out of that, whereas we want that longer relational sale because it builds those longstanding relationships and it f know it fosters client loyalty and then we get repeat business and then they're sharing word of mouth and that's really, I think that's really what's helped build this company and bringing in the likes of somebody like yourself with that level of professionalism, I think makes a big difference. Because, I mean, let's face it, when you and I, back in the day we thought about it, it was somebody called and wanted their lawn mowed Sure, we can do that. Somebody called and wanted a couple of shrubs planted Sure, we can do that. A little walkway Sure, sure.

Speaker 2:

But we never really understood, I don't think we ever asked the question of why they wanted it, even if they wanted to walk away to their side window, right With no door, no egress, like we never asked the questions. So, um, you think about how the dynamics have changed a little bit and the further you've gone into this in your career, our careers, um, what a difference it makes when you really start digging deep. So if you had to, um, if you had a couple of tips maybe that you could offer to other sales professionals that are maybe looking to shift it from quick wins to longer term relationships and relational sales, like, what might some of the tips you would be able to offer to some of those folks younger or older?

Speaker 3:

regardless, I would offer you need to be coachable. You need to find mentors in your life, people that align yourself with people that are in the industry and listen. You may not agree with everything they do, but there's something that's a takeaway somewhere in there, as painful as some of the seminars you do, or books you read, or or you know networking. You know and see if you're going to align yourself with some mentors, um, and the other thing is is when you go meet with people, um, listen and really engage with them. Make them feel like they're the only one in the room. I think that's really important.

Speaker 3:

There's been people that I've met numerous times and they're looking at their watch or they're looking around the room. You know networking and they're not really fully engaged and you know when somebody's engaged or not. So you know. For the basic level, I think you know 20-80% rule is listen and provide them with their option or solution of what they feel they want. And if you have a solution that you know is right, offer that one as well. Don't just offer your own, let them feel like they have created their own solution, but offer a second one and walk them through it. Sit at the table and say you know you had some good solutions here, but let me explain to you where I'm coming from with these and see what you think and you know we can go from there. So I think it's just, it's really important Don't ever disregard what the client's communicating to you.

Speaker 2:

Sure important, don't ever disregard what the client's communicating to you, sure, and I, you know it's always. You know when they, when they feel they want something, you know it's reiterating to them with what they're saying, what they're sharing. And then to your point, you know, you're the, you're the subject matter expert, right? I mean, they called you for a reason, so don't be afraid to offer that up.

Speaker 2:

I wouldn't necessarily poo-poo their ideas if they had something going, but if you truly think it's not going to work or be sustainable, then I think you know we owe it to the client to make sure that we're letting them know that, right? So, and you know, it's kind of a follow-up piece to that, I think about this saying but sometimes people will forget what you did for them, but they won't forget how you made them feel. Yes, and I think that's super important, right? Because when people feel like you actually care about what you're doing and you're not there just to take their money and do something and then walk away, I think it builds, it shows your integrity and it just right there as an instant. Um, uh, trust, uh, foundation building block right off the bat.

Speaker 3:

Yeah, so passion sells right, that's right.

Speaker 2:

That's right, that's right. And you know what. And truth matters, people, people buy off emotion oftentimes. So, um, you know, it's certainly something to about. So well, thank you, Mike. I don't know if you have any last minute thoughts you want to share. Happy to hear them.

Speaker 3:

But I don't think I do, you know. I think I can add one thing on the last question you had is you know, when you're going through that process, be respectful of timeframes. Sure, never promise you're going to be there next week. You know, I don't promise anything to anybody. We work out within a month, you know, and we try to say listen, let's see what we're at in a month. You know, I think we can do this in the fall We've got some room. And be direct and be honest, because if you don't, you're going to get yourself back in the order. That's right. There's nothing you're ever going to say to undo that. It's like saying a budget number and then you're over it. Yeah, well, you're told this.

Speaker 2:

Yeah, saying no, you're told this yeah, saying no only hurts for a minute, but when you don't say no, it hurts for the duration of the entire relationship or project. Right, oh, and that will haunt you. Yeah, well, thank you. I think is really getting to know the client, get to understand or the prospect, rather, get to understand what the pains are and really making sure it's a good fit, and part of that is identifying what the problems are and seeing if we can even come up with the right solution for these folks. So those are some of the takeaways I've got. If anybody's looking to connect with Mike, you can find him, mike Skeets, on LinkedIn or you can catch him, mskeets, at pascatacuilandscapingcom. Thanks again, mike, for being on the show and look forward to the next one. Appreciate it.

Speaker 3:

You're welcome.

Speaker 1:

Thanks for tuning in to Blizzard and Bloom with Jay Rotinelli. We hope you feel inspired and empowered. Don't forget to subscribe and leave a review. Join us next week for more insights and stories to help you bloom in your business journey.