Behind the Bark
Most tree guys get it wrong the second they step out of the truck.
You look at the tree.
You measure the diameter.
You calculate the rigging.
You bark a price.
That’s not selling. That’s quoting.
And when you just quote, you turn yourself into a commodity - fighting for the lowest bid against every other guy with a chainsaw and a truck.
Here’s the truth: homeowners don’t buy tree work. They buy relief.
They’re worried about the roof.
They’re worried about the HOA.
They’re worried about that dead limb taking out the power line in the next storm.
If you want to close bigger jobs without feeling like a used car salesman, stop selling the tree. Start diagnosing the problem.
When you walk up to a property… do you start by staring at the canopy?
Or do you start by understanding the homeowner?
Ignore the human element, and you’ll keep leaving money on the table.
Limb of the Week
The Consultative Selling Framework
This is the process that separates you from the knuckleheads who hand over a number and disappear.
Six steps. Use it as a script until it becomes natural.
1) Lead with questions, not price.
You’re the expert. Act like one. Find the pain first.
“What made you call us right now?”
“Is this mainly safety… or mainly how it looks?”
“Has anything changed recently — cracks, leaning, dropped limbs?”
2) Confirm the real constraint.
Big jobs usually have a “why now.”
“Any HOA deadlines?”
“Power lines / targets / access issues?”
“Are you trying to get this done before a storm / party / inspection?”
3) Repeat the problem back to them.
This is where trust gets built.
“So the main issue is that limb over the nursery, and you’re worried about wind taking it down. Correct?”
4) Explain risk + outcome in plain English.
They don’t care about tree biology. They care about consequences.
If they wait: what could happen?
If they act: what gets solved?
5) Offer 3 options (Good / Better / Best).
One price = price fight.
Three options = control.
Example structure (adjust to the job):
Good: Remove the hazard (solve the immediate risk).
Better: Hazard + clearance pruning (reduce future risk).
Best: Full canopy cleanup (safety + curb appeal) + anything needed to prevent repeat issues.
You’re no longer “expensive.” You’re giving them a choice.
6) Set expectations like a grown-up — then ask for the close.
Mention reality upfront: access, hidden decay, ruts, weather delays, drop zone limitations.
Then close it clean:
“Based on what you told me, Option B fits best. Do you want to get on the schedule this week or next?”
Keep this line in your head:
“I’m not here to sell you the biggest job. I’m here to sell you the right job.”
This Week (15–45 minutes)
Script your opener: write the 3 questions you’ll ask every homeowner before you talk price.
Build your 3-option template: Good/Better/Best for every job above your minimum.
Practice the close: “Based on what you told me…” until it sounds like you, not a script.
Sawdust
The Power of the Paper Trail
When you set expectations (Step 6), don’t just say it — write it down.
Add quick notes like:
“Access limited — equipment may leave tracks if lawn is wet.”
“Drop zone near landscaping — homeowner approved.”
“Hidden decay possible — final scope may change if discovered.”
Specific notes prevent disputes. Disputes kill margins.
Does your current estimate protect you from reality… or does it just list a price?
Kickback
Stop trying to sound smart. Start trying to be understood.
Homeowners don’t care that you know the difference between a water sprout and a structural branch.
They care about:
Safety. Sunlight. Curb appeal. Not crushing the fence. Not getting fined by the HOA.
Confused people don’t buy. They say, “We’ll think about it.”
Talk about their problems, not your knowledge.
Are you trying to impress them… or help them decide?
If this framework makes sense, but your close rate still feels soft, your estimate process probably needs tightening.
I’ll give you a straight answer (no pitch).
Reply SALES and send:
your city
your website
a screenshot of a recent estimate (remove personal info)
I’ll tell you what’s holding you back: your opener, your options, your expectations, or your close.
Written by Jacob Hastings
Head of Growth & Client Strategy at Growth Ring Media
