You've Gotta Have Friends (as Customers)

I’ve learned a lot over the past few years.

I’ve learned that doing inventory in the rain is not my favorite way to spend a Saturday. I’ve learned that pruning a ‘Blue Point’ juniper into a spiral isn’t nearly as easy as it looks.

And finding a copperhead in the ball of a B&B tree is not the equivalent of finding a toy in a box of Lucky Charms.

But probably the biggest lesson I’ve learned is that people buy stuff from people they like. Your success as a nursery depends as much on you as a person as the plants you have for sale.

If you’re a likable person, you’re just going to sell more. That’s life.

If you’re a person that doesn’t get along well with others, then I suggest hiring people that do. And you’d better pay them a bunch, because you sound like a real joy to work for.

Can’t bust it
I learned a serious lesson about the power of personal ties about a year ago. I met a landscaper named Don installing a few replacement plants at my church one day.

I started up a long conversation. I told him we have a brand-new wholesale nursery not far from there and he seemed excited. I learned about Don’s business and we exchanged cards.

Keep it light
Probably one of my biggest mistakes early on was assuming all customers were trying to break their necks to get in and out of the nursery. Sure, some are like that, but most want to spend at least some time shooting the breeze.

Find out their hobbies and what they like to talk about. Are they into fishing, NASCAR, college football, basket weaving? Do they have a photo of their kids taped on their dashboard?

For more: Skinner Nurseries, (972) 939-1144; tdavis@skinnernurseries.com.