There’s a difference between bidding on a job and selling a job. Bidding on a job means you present a price for a proposed job. Bidding is all about the price and the lowest (responsible) price wins. Comparatively, selling a job is showing a prospective customer that you can provide a product or service that meets their needs. Selling is about showing the value of the product or service, not the price.
Job Bid Sales
If you look at every lead as a chance to bid on a job, then you will do and say things that will keep the client focused on price. Often times large ticket remodeling or construction jobs can have big price tags which either scares the customer away or makes them focus only on the numbers. If you look at every lead as a chance to make a sale, you will focus on what your company has to offer to meet the customer’s needs. You make the presentation about the dream kitchen they’ve always wanted and then help them set a budget they can work with. Offering financing options to your customers is a great way to ease the pain of a larger price tag and close the sale. You can help them get their dream kitchen for low monthly payments.
“’Winning’ a bid is seldom a win, especially if you then have to figure out how to build the job without losing money.” Focus on selling your jobs.
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