Smarter Sales Process = Less Risk

Written by Eric Petersen, CIC

One of my favorite aspects of TCIA’s Winter Management Conference is the ability to meet and connect with the amazing people of the tree care industry and this past February was no exception. I was honored to meet Jeff Wraley of Groundwork and began a dialogue on how a tree service could utilize technology to improve their sales process and drastically reduce the risk that their team faces every day. 

After meeting each other at the conference, Jeff and I connected on a handful of occasions to learn even more about each other’s services which led us to recording a ½ hour podcast together as well. You can check out that here. 

The majority of our conversation revolved around how a tree service could reduce their risk by implementing a streamlined sales process that helped identify the specifics of projects before a sales person even got to the property. 

Think about your sales process for a moment. How many jobs/projects do you or your sales people go out to visit each day that really don’t fit your company’s sweet spot or don’t really need a salesperson to see? If you are like most tree services, there are likely a lot of jobs that fit in those descriptions.

This is where our conversation got interesting, because one of the largest risks to a tree service comes from driving to and from the job site. In fact 38% of the claims that our insured tree services file comes from auto accidents! If your company can reduce the travel time for estimates, you will be reducing the number of hours on the road thereby reducing the chance of getting in an accident. In addition you also will be reducing the wasted fuel costs and time spent chasing projects that won’t fit your company. 

For those of you who have followed ArboRisk for a while, you know that I firmly believe sales and marketing are a vital part of risk management and my conversation with Jeff solidifies that even further. 

I strongly encourage you to watch the video that Jeff and I recorded and think about how you can streamline your sales process and at the same time reduce the risk to your organization.

If you are struggling with your Sales and Marketing, reach out to an ArboRisk team member today to begin our Thrive Sales & Marketing Package.