This one should be a no-brainer since by now you have a marketing calendar. You have started a marketing calendar haven’t you!?! If not, come on. Get with the program. You gotta make it happen!

Now, your marketing calendar should have those weeks marked which cover seasonal and time-sensitive services. This way you’ll know when to begin marketing those services.

If we’re coming up on time to apply pre-emergent weed control, send a short note or postcard about 2 weeks before that “window” of service opens. And let your customer (or potential customer) know why it is important to do this service inside this small “window of opportunity.” Then follow up with another note or phone call in a week.

If they have already signed an agreement that includes this service, then send a postcard explaining why its important and announce when you intend to provide the service. This kind of communication goes a long way toward building customer loyalty.

And get this…time-sensitive services have a built-in psychological trigger (aiding the sales process.) That trigger is called “scarcity.” In this case, time scarcity. By letting potential customers know that to be effective, these services must be completed by a certain date, you give your marketing a certain urgency.

Customers will respond much more quickly and definitely to a time-sensitive notice than to open ended marketing. So use these services to your marketing advantage.

Need some examples of time-sensitive issues? Here are a few, depending on what your company does (or is licensed to do.)

• -pre-emergent weed control
• -aeration
• -overseeding/slitseeding
• -annual flower beds (2 opportunities here)
• -pruning/shrub trimming
• -irrigation winterizing
• -gutter cleaning
• -bulb plantings
• -various fertilization programs
• -fall decorations/Christmas decorations

Look over your list of accounts and write a list of every service you have performed. Place a check mark beside any service that may be considered time-sensitive. These are the services you should market to all your customers in this way.

Don’t pass up this “built-in” sales opportunity.