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| Thursday, July 29, 2010 |
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| [Sunday, September 04, 2005] |
| If a company is currently using a cleaning service, what's the
best way to approach that company about submitting your bid? What's the best way to ask when is there current contract due?
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| Bidding & Estimating - Lilianne Castillo |
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Answer #1:
I would submit the questions just as you did to ICAN. Most organizations are receptive to reviewing other proposals.
Perry Shimanoff, President
MC2 Consulting
mc2@sancarlos.com
Answer #2:
When making cold calls take a brochure with your business card and approach the receptionist. Ask this question; “Could I ask your manager if he would like a free estimate on janitorial services, just in case your people would quit?”
You didn’t ask her for her opinion, or if she is happy with the current service. You want to get immediately to the decision maker and past the gatekeeper. The strategy for offering a back-up bid, is to get you in the door as second in line.
Of course, your eventual walk-thru will provide valuable information to help you move from #2 to #1. This approach establishes a business relationship, which is what you are after. When your professionalism, credentials, and accurate pricing impress the prospect, you’re on your way to signed contracts. In the early days, I used this approach to land 100 new accounts a year with about 10-15 hours a week invested in prospecting. It's one of the methods I teach contractors to help them land more accounts.
Gary Clipperton
National Pro Clean Corp
(719) 598-5112
www.nationalproclean.com
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| ICAN representative |
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