The mulch in my backyard needed to be replaced.
It cost $350 the last time I had it done.
So I called Louis, the person who takes care of my lawn to get the job done.
Here’s how Louis turned a $350 budget into an $1100 sale.
Me: Hey Louis, it’s Josh. I need the mulch done. $350 right?
Louis: What’s the problem with the mulch?
Me: It’s worn pretty thin and the color is off.
Louis: Did you also notice the brown patches of grass back there?
Me: I did, is that a sprinkler thing?
Me: Okay, can you fix that too?
Louis: How about we put a rock bed there instead of mulch.
Me: How much?
Me: That’s too much. Let stick with mulch. My budget is $350.
Louis: Mulch needs to be replaced twice a year. That’s $700. New sprinkler zones will be another $500. That’s $1200. The rock never needs to be replaced and doesn’t need to be watered.
Me: Let’s do the rock bed.
See what Louis did?
He didn’t ask for a budget, he created one.