For The Landscape Show 2016. How to develop and grow client relationships using Shoot. Panel included Nicola Gammon, Shoot; Gillie Leaf Garden Design, Joan Mulvenna Garden Design Manchester; and Marc Piechocki I-Echo Landscape Design. How to generate more leads, save time, and develop or end client relationships.

1. June
The Landscape Show 2016
How to Develop and Grow Client Relationships

2. Panel Overview
Gillie Leaf
Gillie Leaf
Garden
Design
Joan
Mulvenna
Garden
Design
Manchester
Marc
Piechocki
I-Echo
Landscape
Design
Nicola
Gammon
Shoot

3. Agenda
Gillie Leaf
• About Gillie Leaf Garden Design – a young practice starting out
Joan Mulvenna
• About Garden Design Manchester – a more established practice
Marc Piechocki
• About I-Echo Ltd - a young practice starting out
Nicola Gammon
• About Shoot
• At Landscape
• Host panel discussion - Lead generation, saving time, client relationship
development and branding
Questions & Close

4. About Gillie Leaf Garden Design
Gillie Leaf Garden Design is a small
practice covering North London &
Hertfordshire. After qualifying at Capel
Manor Gillie is now a pre-registered
member of the Society of Garden
Designers & working towards full
registration.
Her relatively young practice specialises
in adding a wow factor to small &
medium-sized gardens. Gillie’s highly
personalised service is devoted to
sharing her passion for her work &
empowering her clients to take control of
their outside space. Supreme effort and
going the extra mile is Gillie’s mantra.
And yes - Leaf really is her name!

5. About Garden Design Manchester
Joan Mulvenna has been gardening with
a passion since 1994 and launched
Garden Design Manchester in April
2009.
Working with trusted landscapers and
gardeners her company provides a
range of garden design services.
Joan’s design flair, excellent
communication, eye for detail and
project management skills have led to a
number of awards including RHS Gold
and Silver Medals and Best in Show
category.

6. About I-Echo
Marc Piechocki Director and lead
designer of I-Echo started out in the
world of Garden design 15 years ago,
having a talent for design but a yearning
for the outdoors, Garden design
combined the two perfectly.
Marc has been lead designer for a
number of well-known designers over
the years and has developed his
knowledge, style and never dwindling
enthusiasm for improving gardens.
Two years ago he launched his own
company with a vision of creating a
design practice, which was at the cutting
edge of design.

7. Nicola Gammon, Shoot
Nicola Gammon is the founder of Shoot.
Shoot is the leading online garden
management system for garden
professionals and hobby gardeners.
With over 100,000 members in over 87
countries, Nicola has successfully
fundraised £500,000 from her
community.
The Shoot team has now grown to 6.

8. NEW REVENUE STREAM AND LEADS
• New garden audit
• Part of pre-sales pitch – remove objections
• Business listing & Google rankings
SAVE TIME AND MONEY
• Quickly plant research (21,000 + plants)
• Create plant lists and new plant mood boards
• Quickly create and share monthly care advice calendar
BRANDING AND CLIENT RETENTION
• New branding on garden profiles and care emails
• New real-time collaboration with clients and colleagues
• Delight clients
PERSONALISED
• Your plant list – we add any missing plants for you - your photos, notes,
correspondence, care notes and branding
Benefits of Shoot for Garden Designers

9. Meet us at Landscape – stand E1
Please come and say hello to the
Shoot team.
Please ask for a demo or request
one for later on at a time that suits
you.
Visit https://calendly.com/shoot-
gardening to select a date and
time.
Please feel free to contact us at:
shoot@shootgardening.co.uk

10. Panel discussion:
How to develop and grow client relationships

11. 1. New business leads
and new revenue
streams
2. Save time and
money pre-build
3. Save time at
garden handover
4. Customer
retention and
upsell
Business development cycle
5. Transfer
garden
Garden planning and sign-off
Sign–off
Retain valuable clients
End relationship and reduce
ongoing support overhead
Build

12. 1. New business leads
and new revenue
streams
2. Save time and
money pre-build
3. Save time at
garden handover
4. Customer
retention and
upsell
How does Shoot support business development
 New garden audit service
for £ fee
 Part of pre-sale
 Business listing
 Researching plants
 Creating planting lists
 Multi-plant add
 Create client garden
maintenance quickly
 Monthly emails
 Delight customers
 Your branding
 Sharing and collaboration
 Charge an annual £ fee
5. Transfer
garden
 Hand over at the end
 Charge one off £ fee

13. 1. New business leads
and new revenue
streams
2. Save time and
money pre-build
3. Save time at
garden handover
4. Customer
retention and
upsell
Business development cycle – step 1
5. Transfer
garden
1. New business leads
and new revenue streams

14. Shoot garden audit product
Gillie undertook a garden audit, which was charged at an
hourly rate, and then charged her clients £136.00 for
creating their garden in Shoot. That fee also covers the
cost of Shoot.
The garden is now shared with Mark & Linda, allowing
them to receive branded care emails on a monthly basis,
as well as providing a very valuable platform for sharing
new planting ideas for the garden.
Two new client referrals from the audit – so can be a
worthwhile strategy for new business.
Generally Gillie says: “My clients just love it when I tell
them about Shoot. Shoot is an extra nugget which gives
me a unique selling point. It makes me different. Shoot is
still a ‘best kept secret’.”

15. Shoot a part of the sales presentation
Joan
“During initial consultations with
clients, I show a Shoot profile of a
current client – and highlight the
month by month maintenance
guide.
This is invariably a huge selling
point with clients who are
experienced gardeners and with
gardening novices.
A common fear is that their new
garden will start beautiful but
decline in time.”

16. Shoot a part of the sales presentation
Marc
“Shoot garden profiles help sell commercial
and domestic development projects. We
build Shoot into our initial offering to a client
or developer and this then becomes part of
our package. This is an added benefit to our
very visual service and has proved a very
good sales tool when it comes to securing a
design project.”
Example: Peek Crescent - We used Shoot on
this client project to finalise plant lists and
provide in-depth descriptions of each plant.
Shoot was key to get the plant lists signed off
and progress to the planting stage.”

17. Business listing and Google rankings
Marc “Another of the
many benefits of Shoot is
the business listing which
is ideally placed to reach
our target audience. I
replaced Houzz with
Shoot.”
Joan “Relevant sites and
links such as that from
Shoot helps my Google
rating too. Tip: Keep your
business name simple for
Google to find you. e.g.
Garden Design
Manchester”

18. 1. New business leads
and new revenue
streams
2. Save time and
money pre-build
3. Save time at
garden handover
4. Customer
retention and
upsell
Business development cycle – step 2
5. Transfer
garden
2. Save time and money
pre-build

19. Saving time
Marc
“Shoot has the largest, most
comprehensive list of plants. Any
missing plants will be added for you so
it is all you need for plant research.”
“I create design schemes in 3d with
plant models which are
representational of shape and form
without being botanically accurate.
Shoot accompanies my design to let
our clients have a better understanding
of our proposed planting scheme.”
21,0000+ plants with expert and
correct botanical information about
plants at your finger tips

20. Saving time
Marc
“The ease of creating a visual
presentation from a list and the
simplicity for our clients to search
and upload their favorite plants and
communicate these to us.
Knowing what is being planted in
their garden and receiving regular
advise is very appealing to them and
keeps them engaged.“

21. Saving time
Gillie
Re: Multi-plant add feature.
"It is worth a million dollars in
saving me time”

22. Saving time
Gillie
“The strong visuals from the
Plant Database allow my clients
to get a feel for their new
garden straight away.
Likes & dislikes can be easily
addressed and the ‘Plants I
Want’ section really livens up
the discussion. The client
relationship runs so much more
smoothly when they genuinely
get involved.”

23. Joan
“I use Shoot’s ‘Plants I Have’
feature to agree a preliminary
plant list and scheme with clients.
Some clients are happy to leave
the choice to me but many
appreciate a sense of being
involved in the process.
When I approach suppliers and,
as often happens, substitutions
prove necessary I can easily
generate an updated plant list for
clients to preview. To date no-one
has quibbled about changes.”
Saving time

24. 1. New business leads
and new revenue
streams
2. Save time and
money pre-build
3. Save time at
garden handover
4. Customer
retention and
upsell
Business development cycle – step 3
5. Transfer
garden
3. Save time at
Garden handover

25. Garden handover
Joan
“I find that the garden
maintenance guides are
invaluable.
During initial consultations I
find many clients eyes light
up when I show them
guides for previous clients.
“That’s exactly what I need”
is very a common
response”

26. Garden handover
Gillie
“I can very quickly compile a tailor-
made maintenance schedule by using
Shoot as a data base. With my
enthusiasm for the site my clients ask
the question :- Can I actually do this
myself and maintain my new
garden? By creating lower
maintenance planting plans they
usually can!
By offering to set up their garden my
clients feel they are left in a strong
position to manage the garden
thereafter.
Allowing clients to take ownership of
their garden is really important once
the project is complete.”

27. Garden handover
Marc
“Keeping this enthusiasm and
remembering our company is all about a
good aftercare service and I think many
will agree this is probably the most difficult
part. We offer along side Shoot’s monthly
garden advice (which is included in our
design pack) a maintenance program of
tiered packages so at least we can keep
our gardens to the standard we leave
them and build a maintenance revenue
stream.
Shoot then becomes invaluable to enable
our clients to communicate with our
maintenance team and our maintenance
team to our clients. As a designer we can
then suggest plants and communicate
these to everyone concerned.”

28. 1. New business leads
and new revenue
streams
2. Save time and
money pre-build
3. Save time at
garden handover
4. Customer
retention and
upsell
Business development cycle – step 4
5. Transfer
garden
4. Customer
retention and upsell

29. Client retention – Shoot sharing gardens
Sponsor Shoot for
valuable clients you wish
to maintain a relationship
with….
simply click ‘Share’ and
enter email address of
client.
OR transfer garden and
allow clients to pay
themselves directly.

30. Client retention – Shoot sharing gardens
Gillie
“Engages my clients in a way they
haven't previously experienced. They
want to know & learn more but require
my assistance to create their garden.”
“I love that the monthly emails are now
branded so I stay front of mind.
Invaluable reminder of their garden
designers influence when they receive
the monthly care instructions with my
logo.”
Example for Linda Goldberg with my
logo on the garden profile, care advice
and care emails.

31. Client retention – Shoot sharing gardens
Joan
“I offer a monthly, seasonal or annual review
service – no garden is static; changes are
inevitable.
By providing access to their garden on my
Shoot account clients can keep me up-to-
date with the progress of their garden and we
can discuss tweaks or improvements.
I currently charge for the design work so I am
only charging £36 a year for the Shoot
service on top”

32. Maintenance service packages
Marc
Maintenance packages with different
levels of service e.g. standard and
premium.
Shoot is bundled in as part of the
premium service.
Keeping this enthusiasm and
remembering our company is all about
a good aftercare service.

33. 1. New business leads
and new revenue
streams
2. Save time and
money pre-build
3. Save time at
garden handover
4. Customer
retention and
upsell
Business development cycle – step 5
5. Transfer
garden
5. Transfer
garden

34. Transfer ownership

35. 1. New business leads
and new revenue
streams
2. Save time and
money pre-build
3. Save time at
garden handover
4. Customer
retention and
upsell
How does Shoot support business development
 New garden audit service
for £ fee
 Part of pre-sale
 Business listing
 Researching plants
 Creating planting lists
 Multi-plant add
 Create client garden
maintenance quickly
 Monthly emails
 Delight customers
 Your branding
 Sharing and collaboration
 Charge an annual £ fee
5. Transfer
garden
 Hand over at the end
 Charge one off £ fee

36. Thank you and questions