With so many types of water features available, review the steps toward pr

1. Design Consultations,
Quoting & Selling
the 6 Types of
Water Features

2. Design Consultations
• Could you be making a better first impression?
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3. Things to do Before any
Consultations

4. The world is Online
•Clients will “Google” you before contacting the company
•Have you ever googled your own company?

5. Website up to date?
• 10 minute review once a month
• Keep information current
• New photos or videos
• We can help!

6. Update Facebook
• If you don’t have a company page, get one!
• Keep fans updated with current posts
• Custom cover picture
• Albums of finished work and progress of current jobs

7. Facebook Interaction
• Ask fans/clients for input
• Have them post something about their project and a photo of
the finished product
• See something on a Manufacturer’s page repost it for your
followers

8. Before the Consultation
• Is your vehicle clean?

9. Before: Checklist Items
• Clean pants & company shirt?
• Keep an extra clean shirt in your vehicle.
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10. Before: Checklist Items
• Prepared with pad of paper & pen?
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11. Before: Checklist Items
• Tape measure?
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12. Before: Checklist Items
• Camera to photograph site?
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13. Before: Checklist Items
• Portfolio with ideas and past projects?
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14. Before: Checklist Items
• How about past job photos & videos on iPad?
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15. Before: Checklist Items
• Contract: just in case the job can be quoted on-site & closed!
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16. Now you are Ready
• So you’ve prepared your website.
• Facebook is up to date.
• You and your vehicle are clean.
• You have all the tools you’ll need on the
consultation.
• The phone rings and Ms. Johnson wants you
to do some work for her.
• To charge or not to charge?
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17. Mail Ahead?
Consider mailing the Inspirations Folder
ahead of time so the customer can
review the options and watch the DVD.

18. During the Consultation
• 1st: Ask to see the space
• 2nd: Sit down to show ideas
• They might know exactly what they want or they could be
looking for your professional advice

19. Use Inspirations Folder
• Use these to educate the customer
• “Why” Flyer
• “FAQ” Flyer
• Inspirations Booklet
• Inspirations DVD
• FREE to you!

20. Why Water Features?

21. Water Attracts
• Water attracts your senses.
• When you have family & friends over, guess where they’re
inevitably going to gravitate and congregate?
• Moving water is mesmerizing and peaceful to look at.
• Feels good, doesn’t it?

22. Cocooning
• Why not bring “Up-North” to your backyard?
• Some of our favorite memories are of sitting around outside near
the water.
• I can hear the cascading waterfall already!

23. Tranquility & Peace
• Put down the cell phone, walk away from the television, and
immerse yourself into the wonderful world of water features.
• Grab your favorite drink and retire to the patio and soak in the
peacefulness of your water feature.
• It’s the Zen thing to do!

24. Good Investment
• Every new water feature hobbyist tells us that the money they
invested into their water feature was the best money they ever
spent.
• What is peace of mind worth to you?
• You’ll be happy to know that an investment in your landscape is
the best and most cost effective way to increase the value of
your home.
• I like the sound of that!

25. Review the FAQs
• Review the Frequently Asked Questions flyer
• What type of water feature is best?
• What size is best?
• Will it take long to maintain?
• What is the cost?
• How long does it take to install?
• Can I have fish and plants?
• Do I need to winterize my water feature?

26. Inspirations Booklet

27. Which Water Feature is
right for you?

28. Ceramic Vase Fountains
Who should choose a
Ceramic Vase Fountain?
Homeowners, Renters, you name it
because Ceramic Fountains are portable,
easy to install and deliver a soothing
sound of water.

29. Space
The small size of a Ceramic Vase
Fountain means you can build and enjoy
a beautiful fountain anywhere in your
yard- front or back! You can create one
in as little space as 16” x 16”. These are
great on patios and decks too!

30. Cost
The typical Ceramic Vase Fountain will
range from $1000 to $2000 depending
on the type and size of the ceramic vase.
Operating costs are also less with this
style of water feature because the
pumps are often smaller using less
electricity and can be set to a timer and
only operate it when you are home.
Wholesale Cost: $500-$1000

31. Maintenance
Taking care of your Ceramic Vase
Fountain is easy. Filling the reservoir
every few weeks to compensate for
evaporated water is all that’s required.
Or you can install an automatic fill valve
and eliminate virtually all maintenance!

32. Rock Column Fountains
Who should choose a
Rock Column Fountain?
Anyone seeking a larger bubbling rock
system that will offer more sound than a
single element.

33. Space
The Rock Column Fountain systems will
require about a
10’ x 10’ area. A smaller area
can be accommodated but more
splashing may occur.

34. Cost
The typical Rock Column Fountain
system will range from $3000 to $5000
depending on the column sizes chosen.
Operating costs are also less with this
style of water feature because you can
set the pump to a timer and only
operate it when you are home.
Wholesale Cost: $1100-$1800

35. Maintenance
Taking care of your Rock Column
Fountain system is easy. Filling the
reservoir every few weeks to
compensate for evaporated water is all
that’s required. Or you can install an
automatic fill valve and eliminate
virtually all maintenance!

36. Bubbling Rock Fountains
Who should choose a
Bubbling Rock Fountain?
If space is lacking in your yard
and you simply want the sound
of moving water then a Bubbling Rock
Fountain is a great naturalistic choice.

37. Space
The small size of a Bubbling Rock
Fountain means you can build and enjoy
a beautiful fountain anywhere in your
yard- front or back! You can create one
in as little space as 36” x 36”.
These are great on patios and decks too!

38. Cost
The typical Bubbling Rock Fountain will
range from $1000 to $2000 depending
on the type and size of the rock.
Operating costs are also less with this
style of water feature because the
pumps are often smaller using less
electricity and can be set to a timer and
only operate it when you are home.
Wholesale Cost: $500-$800

39. Maintenance
Taking care of your Bubbling Rock
Fountain is easy. Filling the reservoir
every few weeks to compensate for
evaporated water is all that’s required.
Or you can install an automatic fill valve
and eliminate virtually all maintenance!

40. Cascading Falls
Who should choose a
Cascading Waterfall?
If space is lacking in your yard or you
have safety concerns with a pond then a
Cascading Waterfall is your best choice.
It’s a waterfall and stream, without the
pond. But remember, you will be limited
on aquatic plant choices and you cannot
have fish with a Cascading Waterfall.

42. Space
The small size of a Cascading Waterfall
means you can build
and enjoy a beautiful waterfall anywhere
in your yard- front
or back!

43. Cost
Cost can be a big factor when
considering the type of water feature
you want to build. On average, a
Cascading Falls will range from $1500 to
$5000+ depending on size and type of
rockwork involved. Operating costs are
also less. Because you’re not dealing
with an established ecosystem, it’s not
necessary to run the pump 24/7. You
can set the pump on a timer to operate
only when you are home.
Wholesale Cost: $1000+

44. Safety
Because there is no pool of water, a
Cascading Waterfall is a great option if
you are concerned about safety issues
associated with a traditional pond.

45. Maintenance
Taking care of your Cascading Waterfall
is easy. Filling the reservoir every few
weeks to compensate for evaporated
water is all that’s required. Or you can
install an automatic fill valve and
eliminate virtually all maintenance!

46. Water Garden
& Ponds
Who should choose a Water
Garden or Pond?
If you have ample space in your yard and
want koi, goldfish and aquatic plants
then a Water Garden (Pond) is for you.
Add a long streambed to enhance the
look too!

48. Space
The average water garden is about 11
feet wide x 16 feet long or about 2000
gallons. Keep in mind that you will want
2 to 3 feet of landscape bed area around
the pond for plants and flowers.
Tip: grab your garden hose and use it to
layout the size and shape you’d like your
pond to be. Also try viewing the size
from indoors and out to obtain a true
viewing perspective.

49. Cost
In most cases, a water garden will be the
most costly water feature option. On
average, a water garden will range from
$2500 to $7500+ depending on size and
type of rockwork involved. When you
factor in the additional benefits and
enjoyment of fish and aquatic plants a
water garden is well worth the
investment!
Wholesale Cost: $1000+

50. Safety
We recommend that most water
gardens be a minimum of 24” deep but a
depth of 30” is even better since it will
provide more area for the fish to
winterize in the pond and provide a
deeper area for the fish to retreat to in
the event a predatory bird comes to your
pond. The first ledge of the pond,
however, is typically only 8 to 12” in
depth therefore providing a shallow area
around the ponds.

51. Maintenance
Maintaining a water garden is simple and
will take only 15 minutes a week. The
net & mat located inside the skimmer
will need to be cleaned about once every
10 to 14 days. This should only take 5
minutes to complete. Besides regular
skimmer maintenance, beneficial
bacteria will be added to the pond
weekly.

52. Fish
Adding Koi & Goldfish create color and
interest to the water garden. Koi &
Goldfish are interactive and friendly,
especially at feeding time. Fish are also
attractive, interesting, and even
personable. Their color will enhance the Aquatic Plants
visual impact of your pond. One of the best things about a water garden is the
variety of aquatic plants you can grow. Water Lilies
are the most sought after aquatic plant. Their ability
to spread across the ponds surface and flower
throughout the season make them a wonderful
choice. Lily pads shade the pond water from the heat
of the summer sun, allowing fish to retreat
underneath the shelter
of their leaves.

53. Formal Falls
Who should choose a
Formal Falls Waterfall?
Anyone installing a paver patio with a
wall element should consider a Formal
Falls. Or anyone looking to add a formal
sheer waterfall to their landscape,
fountain or swimming pool.

55. Space
The compact size of a Formal Falls means
you can build and enjoy a beautiful
waterfall anywhere in your yard. Four
different standard waterfall widths are
available or a custom unit can be created
for your specific project.

56. Cost
The installation cost of a Formal Falls is
varied and depends on the type of wall
material being used as well as the width
of the falls you wish to create. Please
consult your Authorized PondBuilder
Installer for information. Pump operating
costs are less with a Formal Falls because
it’s not necessary to run the pump 24/7.
You can set the pump on a timer to
operate only when you are home.

57. Maintenance
Taking care of your Formal Falls is easy.
Filling the reservoir every few weeks to
compensate for evaporated water is all
that’s required. Or you can install an
automatic fill valve and eliminate
virtually all maintenance!

58. Which Water Feature is
right for you?

59. Never Assume
• Never assume the customer only wants on water feature
• Something small like a fountain or bubbling rock in the front and
a larger pond or pondless feature in the back yard
• Why not two?

60. Your Company Information
• Show them what you have to offer
• Photos of projects
• Brochures
• Tri-Folds
• Flyers
• Business Card Slot
• Customers like to see work you’ve done and it may help them

61. The Space
• Now that you’ve reviewed the different options, its time to take
the customer back outside to review the space.
• Discuss size & additional details.
• SELL your vision!
• Recommend add-ons: Lights? Filter Pads?

62. Make an Appointment
• Set a date to deliver & review the estimate
• Stick to the date!
• Schedule it about one week out

63. Return the Quote
• Return it in person
• When returning the quote remember to be as clean and
prepared as the consultation
• Review the space again
• Discuss the project and what will be performed

64. Return the Quote
• If the project matches the vision, set an installation date
• Be specific on the product and services being quoted
• This is where recommending a product that is MAP supported is
beneficial.
• Discuss why you chose these materials and what the customer
can expect. MAP
PRICING

65. Be Confident in Your Price
• When communicating the price to the customer
• Don’t stutter
• Don’t say “I know this might seem a bit high”
• If the price is more than they intended, discuss options for
reducing cost
• Don’t create the impression that the price is higher than the
value they are receiving
• Remember, you’ve already reviewed the Inspirations Booklet

66. Too Afraid of the Price to Verbalize it?
• Think about that for a second…
• Do you get to the bottom of the quote and stop?
• Communicate the price with confidence.
• Then pause, and if there is no response, move on.

67. Premium Prices
• People and Businesses that are willing to pay premium prices
aren’t stupid.
• Anyone paying a premium price almost assuredly knows they’re
paying a premium price.
• These people have a different set of expectations because of
that, and you must not frustrate those expectations.

68. Premium Prices
• If you want to sell at a premium price, you cannot have a
delivery problem relative to your product & service.
• Customers don’t want to hear excuses.
• They are looking for “You need it when? No problem!”

69. Selling
• Selling is about getting people to buy things they might not
otherwise buy because they lack the knowledge or information.
• It’s your job to provide that knowledge & information.

70. Test Raising Prices
• Try raising the price on the next bid
• For example, Starting at $3500 raise it to $3800
• See what happens
• Worst case scenario, they say no
• Never know if your price is could be higher until you test it.

71. It’s in the Bag!
• You’ve won the bid and the deal is signed
• Set a start date and stick to it
• Inform customer of expected delays and discuss
• Don’t blow your credibility!
• You are dead meat hanging in the wind the rest of your life with
that customer if you do.

72. Summary
• We’ve reviewed how to improve consultations
• We’ve discussed quotations and pricing
• We’ve reviewed the 6 types of water features
• Now let’s close with something very important that we’ve
covered in past seminars.

73. Margin NOT Volume
• All business success is driven by sales and marketing success
• Any Fool can cut price, get volume, and go broke!

74. Price Significance
• Price is always more significant in the mind of the seller than
that of the buyer
• The competition does not cut your price
• Easier to make money when you sell on some basis other than
price; such as quality, service, delivery, salesmanship, etc.

75. Price Significance
• Very few customers buy anything on price!
• Virtually there are always other primary and secondary reasons
for buying from anybody.
• Your job is to make sure that the reasons to buy from you are
presented in a meaningful, useful sense to the customer.
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76. Two Thoughts
• If price were the only reason anyone bought anything, only one
source would sell all of that product
• If price were the only reason anyone bought anything, we
wouldn’t need salespeople

77. Favorite Story to Close

78. Two Morals from the Story
• Never pick up anything from your customer’s table
• It is you who will actually do the price-cutting, not your
customer and not your competition! You.

79. Join us socially
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