How to Grow a Landscaping Business to $1,000,000/yr & Beyond

When trying to figure out how to grow your landscaping business to 7-figures, it can be an overwhelming process. In this video, Matt Wacek, CEO of Landscape Marketing Pros provides a straightforward path on how to make a landscaping business successful.

How to Grow Your Landscaping Business to $1MM/yr+

If you’re trying to figure out how to grow your landscaping business to a million dollars in yearly sales and beyond, this video might be the most beneficial ones that you watch, because I’m going to be revealing a three step process that we’ve helped our clients use so that way they can achieve going from low to mid six figures to very rapidly, upper six figures, and then crossing that million dollar a year mark.

So if you’re brand new here, my name is Matt Wacek, I’m the CEO of Landscape Marketing Pros. We’re a marketing agency that has helped landscape contractors across the country scale to new heights since 2017. Last year alone, we generated well over 15,000 organic leads for our clients, and that doesn’t even include anything when it comes to advertising. So if you’re trying to figure out how to grow your landscaping business, you are in the right place.

1. Foundation

So the first step in building a landscaping business that’s actually capable of scaling to a million bucks a year or more begins with the foundation.

A) Unique Name

The first part of that is going to be having a unique name for your business. I know for a lot of you watching, you’re at 250k 500k a year. You’ve been in business five to 10 years. That might not be feasible. That’s perfectly fine. You can. We can still make it work if you have a more generic name, something like four seasons outdoor services. If you’re up in the north, I’ve seen so many of those. Same with Four Seasons landscaping, whatever, if that’s perfectly fine. Same thing if they’re down south, coastal landscapes, coastal landscaping, coastal lawn care.

I mean, those are some just the more common names, and we can absolutely make things happen with those types of names. But if you’re someone that’s just getting started and you’re watching this, you have the opportunity now to do some research and figure out what type of unique name you can use for your business that will actually stand out.

So for a lot of guys, they’re going to use their last name or maybe their initials. That’s what I did with my landscape company, MJW Landscape Contracting. And the reason that I say that is because consumers have a lot of things on their mind every single day, and you don’t want to be easily forgotten in that long list of things. And we’re not even talking about the Tiktok generation, where their brains are completely fried.

We’re talking about people that are 30, 40, 50, 60 plus years old, that can afford your services and spend 5, 10, 15, 20, 50, $100,000 on a project. If they are that caliber of person they likely have a very demanding job or they also own a business, and so there are a lot of things on their plate. They have a wife, kids. Have sports, and they themselves have hobbies, perhaps, and all sorts of other stuff that they have to manage. So you want to be able to stand out.

B) Unique Service Proposition

Next thing is a unique service proposition. And so basically what I mean by that is figuring out what you are the absolute best at that you can possibly do. So for some of our clients, this is commercial grounds maintenance and just doing commercial lawn care and commercial snow and maybe a little bit of installation work when the commercial clients want that, that’s really it.

For other clients it is small scale landscape and hardscape design build. So they’re looking to do no less than $2,500 for a project, and upwards of $5k, $10k, $15k, $20k, $30k, maybe $40k, $50,000 and that’s just going to be really just a backyard renovation. So patio fire pits, new yard grading, drainage, mulch, plants, rock, all that sort of good stuff.

And for some of our other clients, it’s 100k plus, where they’re doing the pool, they’re doing a gazebo, patio and redoing the entire yard, making sure the drainage is all on point, and everything like that, where they’re talking six figures for that project. So really, the goal with that is to just figure out what you’re really good at, what you like doing in your doing in your business, in terms of the work that’s offered, and triple down on it.

Don’t be afraid to say no to prospects that want you to do something outside that realm, because every single time you say yes to work that is outside what you want to be doing, that takes away the opportunity that you could be putting effort towards getting the ideal clients.

C) Branding on Trucks & Equipment

And the third part of the foundation is kind of a no brainer for a lot of you, but it is branding on your trucks and your equipment. Have your trucks branded, have your trucks in your trailers, even your equipment skids to your arms, mowers, everything could have some type of sticker on there so that way people can see that it is your company.

And that is something that can really help you stand out, because about 5% of the leads that we track on the organic side for our clients come through somebody seeing a truck or a crew out working.

2. Dominate Your Local Market

So step two is going to be local market domination. At this point, you have everything assembled in terms of how to actually get the work done. Now you need to get the work to flow in.

A) Website Optimized for the Search Engines & Converting Visitors

So the very first step is going to be a website. And this is probably a no-brainer for most of you, but there’s a lot of ways that people build websites, and it’s leaving 10s of 1000s, if not hundreds of 1000s, or even millions of dollars on the table because they’re not doing things properly.

a) Homepage Targeting Your Main Service & HQ Location

So the first thing is going to be a homepage that’s optimized for what service you want the most of in your headquartered city. So if you are looking for landscape, design, build work, and that’s what you want to do the most of and you’re located in Carmel Indiana, you’re gonna want that page optimized for landscaping in Carmel, Indiana.

b) Thorough “About Us” Page

And then from there, you want to have an about us page that has details about you, the owner and your company, how you started, what’s your educational background. And then, I’m not saying you have to go to college or anything like that, but just that sort of stuff is very important to consumers, because a good detailed about us page can mean the difference between people actually reaching out for a quote or not, if it’s just the generic text with no images of anybody, or even no images of work.

And I’ve seen that before, a lot of people are going to bounce, especially the ones that are going to be investing a lot of money into their projects. Because they want to know who they’re going to be working with.

If you’re at the position where you got 6, 10, 12, 15, 20 people working for you, try to get a picture of all them together. That would be ideal. And if you can even do individual photos, if you have different people within the office, or whatever their position may be, that’s another good thing, too, because then they really know. Okay, here’s the owner. Here is the person I’m going to talk to talk to when I call the office. Here’s my account manager, here’s the sales guy, whatever, all that sort of stuff. Have that in place.

c) Qualifying Questions on “Contact Us” Page

Next up is a contact us page. This is critical, because you want to be able to pre qualify your leads and figure out what it is that they are interested in when they are reaching out for a quote. So that way you know whether or not it’s going to be worth it to even follow up with them.

Because if somebody goes through your form and they say they want a paver patio and outdoor kitchen and grading and drainage and sod, and their budget is $5,000 but then, you know before investing the time to drive out to the property and meet with them and all that, that it’s not going to be a good fit.

d) Individual Service Pages

So the other thing that you want to have on the website is going to be a page for each service and bundled where it makes sense, things like ground covering and outdoor kitchens and living spaces, and usually those are kind of combined.

This will help prospects learn more about the services in depth, and then it also creates opportunities for additional search presence as well. And so another thing you want to have is interactive elements, specifically photos. If you can do videos, that’s even better as well. What I encourage that you do is have drone footage or time lapses, or just kind of videos in general, whatever it is that you can do for tours of your shop, tours of completed projects, all those are good to have on the website. So from there, the website’s taken care of.

B) Max Out Your Google Business Profile

The next thing you want to do is have a Google business profile. Again. This is going without saying for most of you watching. However, there’s some things that I guarantee you’re not doing that is leaving you money on the table.

a) Choose Your Categories Wisely

You need to select your categories carefully.

So what I mean by that is the primary category, or the top one that you choose is you want that one to be the type of work you want most of so if you want more design build or design focused and then get the build, have landscape designer be the top. If it’s just strictly landscaping, landscaping is going to be also have a lot more to traffic than landscape design.

Then select that if you want maintenance, if you want tree service, whatever it is, have that one be the top, and then the other ones can be the secondary categories.

b) Status Update on the Profile

Second part of that is post on the status updates at least once per month. Photos of recent projects work great. Try to throw in the city name in there. That’s going to help a little bit as well. And then add new photos to the website and the Google business profile as new work is completed.

c) 5-Star Reviews

So final part of the marketing side of it is reviews. This is so critical, because social proof is everything nowadays, if you don’t have more than at least a dozen reviews on your Google business profile, people are going to just skip right past it, and especially if the star rating is low.

When I mean low, I mean less than 4.2 because actually, I would say 4.3 and above is what you want. Because if I’m scrolling through the search engines and I’m going to hire somebody for something, I see 4.1 – 4.2, I’m sitting there thinking there’s almost 20% of their reviews are probably one star. I don’t want to work with someone like that. So you need to have as many reviews as you possibly can and as close to a five star rating as humanly possible.

3. Retention

Step three in how to grow your landscape business to a million bucks a year and beyond is retention. And so what I mean by that is being able to retain your existing clients and employees, and know that you’re thinking, okay, great. I know. I know how to do that. I bet there are some things you’re going to learn in this section, even if you’ve been in business for 20 years.

A) Top-Notch Work, Always

So first step of this is going to be do amazing work. I know you’re probably laughing if you’re someone who already does this, but you’d be surprised as to how many people go to our website, book a call, say they need help, they don’t have leads coming in, and it’s peak season or something along those lines. And then we do our due diligence to see what their online presence looks like, and they have three star ratings across all platforms, Yelp, Facebook, Google, everything under the sun. There’s people leaving negative comments on their Facebook posts, all that sort of stuff.

No wonder they can’t get leads. The reputation is awful because the work quality sucks. People are pricks on the phone when they call them, they aren’t honoring legitimate warranty claims to replace plants and things like that, or fix irrigation things or whatever. And it doesn’t even matter what the thing is, you have to do really good work.

And obviously, yes, there are going to be those anomaly people that are mad no matter what, and they’re going to leave a bad review. We’ve seen it many times before, and they’re never going to end. Those people are never going to go away. However, you have to make sure that you treat your clients amazing. Make sure the entire experience is nothing but top notch for them, because you gotta put yourself in their position. A lot of business owners don’t do this. Put yourself in the position of the consumer. They’re gonna be shelling out five figures for a backyard if you wanna make it enjoyable for them. It’s very, very, very critical right here, because it is very expensive to out advertise a bad reputation.

B) Revitalize Your Database of Past Clients

The next thing is remarketing via email to upsell your other services. So you’d be shocked as to how many 10s of 1000s, if not hundreds of 1000s of dollars are just sitting there in your database of customers with their contact information, specifically emails. You could even do SMS if your CRM allows that too to reach out and just recommend complimentary services to the things that they already have. So if you just build a brand new backyard for them, and you also do maintenance, hitting them up on a full service maintenance program, even, let’s say, six months after you completed the project, is a great time to do it or announcing seasonal services. This is huge for leaf removal, sprinkler blow outs, Christmas lights, plowing, all that sort of good stuff.

C) Treat Your Employees Well!

Next part is treat your employees well. This should really go without saying, but a lot of companies don’t treat their employees well, and you can see it as a result of their terrible Glass Door ratings if they’re a big enough company, but for most like local landscape type companies, some of them are going to leave bad reviews on their Google business profile because they had such a horrible experience working for the company.

If you make somebody that mad, that work for you, that you paid them to be there, that they actually take their time to go find your Google business profile and leave a bad review. Then you know you have some problems on your hands, so you don’t want to be in that position at all. But these are things you can absolutely avoid by just treating them well, because if you treat your people well, they’re going to treat your company well.

They’re going to respect your equipment, they’re going to be friendly to customers, even customers that aren’t happy and they’re mad about something, they’re going to handle it professionally, and it’s going to be easier to solve these types of problems. So pay them above average wages, keep morale high by encouraging efficient work environments, maybe even buy them lunch every once in a while, because things like this are going to pay dividends for in the future, a lot of guys will actually, if they like what they’re doing and they like the environment that they’re working in, they will look forward to coming to work.

Partner With The #1 Marketing Agency For Landscaping Companies

So that is the three pronged approach for how to grow your landscaping business to a million bucks a year and beyond. If you’ve watched this far into the video, what I encourage you to do is, if your business is currently doing 250k a year or more in sales, click here to book an interview with us, and let’s see if it’s a good fit, if we can help grow your company and scale to new heights like we did for Black Rock Landscaping, Proscapes and Tree, Best Outdoor Services, Lush Landscape and Irrigation (view testimonials) and a whole lot more companies that are in a position just like yours was, and as a result of working with us, we’ve helped them scale immensely.

So if you’re someone who’s doing under 250k per year, what I encourage you to do is browse around our channel. We have so many different videos on so many different topics for how to actually get started and get the initial foundation built. So that way you can be at that position, 250, 300k a year, where it makes financial sense to partner with us and we can help grow your company from there.

And if there’s something that we’ve not yet covered here on the channel, comment below your suggestions for what you’d like to see in future videos. Drop a like on this video. Be sure to subscribe so that way you never miss an upload from us. And with that said, my name is Matt Wacek, CEO of Landscape Marketing Pros, we look forward to speaking with you sometime very soon to help scale your business. We’ll see you in the next video.

Hear From Our Clients...

Best Outdoor Services has increased yearly sales by multiple 7-figures between 2019 through 2023!

Proscapes & Tree went from $300k in 2020 before starting with us in Jan. 2021, as a result they scaled to $1MM in 2021!

Lush Landscape & Irrigation started with us in July 2019 & grew from $300k in 2019 to $547k in 2020, and then $990k in 2021!

Black Rock Landscaping started with us in 2019 when they were at $200k, as a result of our system they were able to reach $750k in 2021!

Ready To Grow Your Business?

error: Content is protected!