Sales made Simple for Outdoor Living Pros, Landscapers and Hardscapers (formerly Outerspaces) What Outdoor Living Pros Can Learn From Clients Who Say “We’re Fine With What We Have”
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Jul 21, 2025 Discover the emotional nuances behind client decisions in outdoor living projects. Learn how to shift your approach from a sales pitch to empathizing with homeowners' attachment to their existing spaces. Uncover strategies for recognizing the psychological barriers that hold clients back from upgrading. Gain insights into refining your communication style to better engage clients and foster confidence in their decisions. This discussion offers fresh perspectives on closing more deals with empathy and intention.
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Urgency Differs by Project Type
- Blank slate projects have more urgency because clients have nothing outdoors yet.
- Upgrade clients are often less urgent since they can live with existing outdoor features longer.
Joshua's Deck Upgrade Hesitation
- Joshua Gillow shares how he has delayed replacing his old wooden deck for 20 years despite being an outdoor living pro.
- He struggles to justify spending money on an upgrade that does not significantly improve function or space footprint.
Upgrade Buyers' Emotional Barriers
- Customers with existing outdoor features often weigh if upgrades are worth the investment.
- Emotional and logical justification plays a larger role for these upgrade buyers compared to blank slate buyers.