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| [Friday, August 18, 2006] |
| What should I do when someone on the phone wants me to just submit a proposal and I have not seen the place?
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| Bidding & Estimating - Henry Walton |
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Answer # 1:
I'd ask a lot of questions to see if it's a legitimate inquiry or your competition calling around to see what others are charging or somebody just price shopping over the phone. Once you determine if it's really a potential customer, you'll have a much better idea of how to proceed. It's always best to visit every account before you bid it. There are an almost unlimited number of variable that need to or at least should be taken into consideration when preparing a proposal that you just can't address them all properly if you don't get a chance to look around and meet the potential customer. There are some accounts that you simply don't want and there is reason to waste your time preparing a proposal if you don't want it or the so-called potential customer really doesn't want you.
Bill Griffin, President
www.cleaningconsultants.com
Cell-206-849-0179
Answer # 2:
Submitting a proposal sight-unseen can be fatal to your finances. However, you can convert lukewarm prospects to hot ones. I would show up on their doorstep and mention that I have just a couple of questions, in order to complete the proposal.
Suggested approach: "In addition to frequencies and coverage, I need to quickly walk thru the areas to get an idea of the density of desks, equipment, etc. we would be cleaning and to calculate the amount of tile vs. carpet. That way my price will be accurate (fair to me and fair to you). It will just take a few minutes." After approval, conduct your normal bid walk-thru. If you are denied access, ask for an appointment. You will want to discover and uncover all the cleaning complaints and deficiencies, so you can construct your proposal to address those needs. Position yourself as the "backup bid" so when they need to make a change, you can quickly step in. Landing contracts is a numbers game, which is enhanced by follow-up (communications and negotiations).
Gary Clipperton
National Pro Clean Corp.
(719) 598-5112
www.nationalproclean.com
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| ICAN representative |
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