Episode 403 – How to (and NOT to) Give Cleaning Bids for Maximum Impact
For those of you who have been in the cleaning business for awhile, you know how hard and expensive it can be to bid, so you want to make sure that you do it right. If you’re not doing your bids correctly, you can lose not only companies resources, but more importantly, your time. That is why today Mike is here to talk all about how to, and more importantly, NOT to give Cleaning bids.
A good saying to keep in mind before we dive into this is, ‘You lose just as much by winning a loser as you do by losing a winner.’ It’s important to always make sure that your customer is a good fit with your company before you get to the bidding stages. Another important thing to remember is that the lowest bid doesn’t automatically win. Mike is here today to talk all about how to create a strong bid, and a strong connection with your potential customer so that you don’t have to work for pennies just to get bids.
As always, were going to start with some of the false beliefs that you need to overcome before you can start to grow. The first thing that some people believe is that you can just show up to a bid and charm them into taking it, however this is usually pretty insulting to your customer. Showing up unprepared can be very insulting, and makes your potential customer feel bad which obviously does not help with your bid.
Now let’s dive into what creating a strong bid looks like. First and foremost, it’s important to understand that when you set the appointment for the bid that’s where most of the work is done. Make sure that you ask questions and make sure that the client is a good ft. Knowing things like if there’s going to be other bidders, if they have pain, if the decision maker isn’t going to be there, if the only thing that they care about is budget are all red flags that show that that customer may not be the best fit.
Another important aspect of the bid is finding your customers pain. Oftentimes people will tell Mike that their customers don’t have pain, and that all they care about is if they get the lowest prices, but that is almost never the case. Most reasonable customers want things like workers insurance, background checks etc. and it is your job to find your customers pain and offer relief if you want to take your company to the next level.
When someone comes looking for help, you should try and decipher two things. The first of which being what help they need, the second being if you can provide that help. If someone wants you to come out and bid, it’s good practice to figure out if you’re a good fit before you go on the bid. This can save you a lot of time and money, and can help you weed out the good from the bad customers from square one.
If you like this and would like to talk to Mike one on one head over to www.GrowMyCleaningCompany.com/talk and schedule an appointment today!
Watch the full broadcast at This Link!