Episode 1167 – Ghosted After the Bid? Here’s How to Make Your Proposal Unforgettable
Helping Commercial Cleaning Companies: A Fresh Perspective
In this episode, Mike and Lindsay tackle some pressing issues faced by commercial cleaning companies. They offer practical advice on handling client interactions and financial challenges, aiming to provide actionable insights for listeners.
The Follow-Up Fiasco
One question from Jennifer highlights the struggle of persistently following up on proposals without success. Mike likens this situation to dating—if a potential client isn’t responding, it’s a strong sign they might not be interested. He emphasizes that instead of focusing on follow-ups, it’s better to refine the proposal process to ensure it’s compelling enough from the start. Setting clear expectations and agreements before sending a bid can prevent the ghosting phenomenon and make the follow-up process more effective.
Navigating Client Requests
Mike also discusses the situation with Tatiana, who’s asked to provide a “company booklet” by a potential client. Rather than fulfilling vague or unclear requests, Mike advocates for a more consultative approach. He suggests asking probing questions to understand what the client truly needs and addressing those needs directly. By shifting focus from merely fulfilling requests to solving actual problems, you position yourself as a knowledgeable partner rather than just a bidder.
Addressing Payment Issues
Katie’s dilemma about overdue invoices from a restaurant client opens a discussion on handling financial disputes. Mike’s advice is clear: the most effective leverage is to stop cleaning until payment is made. He emphasizes that begging or threatening won’t resolve the issue. Instead, you should use the leverage of stopping services to prompt payment. Mike also stresses the importance of getting paid in advance to avoid these kinds of problems altogether. He explains that lending money through credit terms is risky and can lead to significant financial strain if clients fail to pay.
The Power of Getting Paid in Advance
Mike dives deep into why getting paid in advance is crucial. He explains that relying on credit terms exposes you to risks and potential cash flow issues. By demanding upfront payment, you mitigate the risk of non-payment and ensure that you have the funds necessary to cover your operational costs. This approach can prevent financial strain and ensure that your business remains cash-positive. Mike acknowledges that while some clients might push back against this policy, it’s a necessary measure for protecting your business’s financial health.
Final Thoughts
In wrapping up the discussion, Mike and Lindsay emphasize the importance of not settling for unfavorable terms and the value of clear communication with clients. They encourage cleaning companies to focus on solutions and maintain firm policies on payments to avoid financial difficulties. Mike’s closing advice underscores the need for businesses to adapt their practices and seek support if they’re struggling to achieve their desired results.