Winning the Bid!

 

  
  It doesn’t matter if you sell camels in Egypt or build skyscrapers for a living, the one thing you’ll always need are customers. Convincing them that you are the person to use can be a time consuming, frustrating odyssey into salesmanship and public relations…two things many contractors fall flat on. Winning bids is more than calculating costs. Taking the time to follow these simple steps can go a long way to keeping your business afloat, even when times get tough.

First, call back in a timely manner.
Simply returning a potential client’s calls on the day it was received can put you miles ahead of your competitors. Many contractors feel their time is better spent working,
rather than cultivating new business. That is, until the job dries up and there’s nothing on the horizon that will pay the bills. As an industry, the trades fail miserably when it comes to client satisfaction. The number one complaint? Lack of communication.

Second, listen carefully to your client’s needs.
You may have built the Kennedy Center, but never forget that every project comes with its own unique set of challenges, starting with the client. Clients may not know the correct terminology, but have a clear picture of what the finished product should look like.

Spending the time to thoroughly talk through all aspects of the project will make the client feel appreciated, after all, it is they who pay your bills.

Third, know your costs and compare identical specs when bidding.
Although there are many customers who simply go with the lowest price, developing a relationship with your potential client prior to handing over your bid can help the customer understand price is not the only consideration. If the customer likes and respects you, they may be willing to at least give you a hint of what your competitor is charging. This is your opening. Without smearing a competitor’s name or reputation, take the time to point out the differences between your bid and theirs. (Things most customers don’t have a clue about…do you sheath the entire structure in OSB or just the corners? Does your competitor use high quality fixtures or bargain bin rejects?) Explain to them where the costs differences lay.

Last, always be 100% honest, even when it hurts.
What happens if you’ve taken the time to develop a good working relationship, have responded promptly, spent hours working up a competitive bid and the customer still goes with the lower priced guy? Nothing. Walk away and move on to the next client. Anyone can get the job if they lie, cut enough corners, or promise the sky (knowing full and well they’ll
be unable to honor any promise they’ve made). The mark of a great contractor isn’t how many current customers he has; it’s how many happy past clients would use him again.