When discussing rainwater harvesting with my customers who serve the residential market, the first question I am often asked pertains to the return on investment: If a system is installed, how many years will it take until a customer can collect enough water to offset the cost of the installation? Customers often feel greater sticker shock for their systems because they have not examined their expectations and misconceptions about how much water is actually used, and where.

John Binkele, who’s with Ewing Education Services, was one of the presenters at the Landscape Industry Show, Feb. 1-2, at the Los Angeles Convention Center in downtown Los Angeles. His presentation, “Professional Selling Skills for the Landscape Contractor,” focused on a multi-step approach called the Binkelian Sales Process.

Don’t let a request for an ROI scare you away from selling a rainwater harvest system. Sometimes the numbers are not enough, but with a few simple questions, the customer can be opened to new possibilities for alternative water to enhance their green spaces.