23d • General discussion
Don’t Just Send the Bid
You did the site walk, measured the property, figured production and built the price.
Don’t finish all of that work by simply emailing a PDF and hoping they call you back. An in-person conversation is GOLD. Taking the time to better understand them and what they are looking to achieve then testing that fitment with your business model, pricing, and team.
If it is an account you actually want, have a conversation.
Not a hard sales pitch.
Ask questions.
- Did we capture the scope correctly?
- What is most important to you during a storm?
- What problems did you have with your last contractor?
- Are there hard completion times?
- How do you want larger storms handled?
- Who makes the final decision?
- Is there anything in our proposal that doesn’t fit what you need?
You are still determining fitment.
There have been plenty of properties I could have sold that I didn’t necessarily want.
The goal is not to close every account.
The goal is to close the RIGHT accounts.
Once you know it fits, though, don’t be afraid to firmly ask for the work.
Something as simple as:
“It sounds like what we have laid out fits what you are looking for. Is there anything keeping us from getting this wrapped up?”
And be clear about your capacity.
Our routes fill up.
Priority and availability can be affected by:
- Trigger/callout requirements
- When the agreement is signed
- Where the property fits into the route
- How much capacity remains in that area
That isn’t a sales gimmick.
You only have so many trucks, equipment, operators, and hours during a storm.
A property that fits the route today may not fit after three more accounts are added across town. OR if you get a larger, better paying account that requires more attention next week.
Decisions in snow and ice must be based on route density, Price - Value ratio, and capacity of your team.
Help the client make a good decision, answer their questions, determine whether you are a good fit for each other...
Then ask for the business.
Don’t pressure people into signing.
But don’t leave a good opportunity sitting in limbo either. You will be very glad you followed solid processes in your sales approach. I have never looked back and said, "Man, I really wish I had pushed that guy harder" when they weren't a good fit, if they aren't a good fit for your business model, they aren't a good fit. PERIOD. At some point you have to make a decision on how you plan to move your business forward, either it is going to grow by acquiring the right clients (willing to pay for your value, easy to work with, hold high standards) or it will remain the way it is by working with anyone with a pulse.
True growth is finding the right clients, working hard to get and keep them, this builds a sustainable and scalable model, one that will ensure your bottom line grows and affords you the ability to take better care of these clients, your team, and make your business more valuable.
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Don’t Just Send the Bid
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