In Today's episode Mike coaches Joseph Barnhardt, owner of Family First Cleaning Services [ Ссылка ]
on how to bid cleaning jobs.
Before you give a bid, there are a few important steps many owners miss that is definitely causing them to lose a bid on cleaning jobs or WORSE win a bid on a loser contract.
RESOURCE ALERT: Check out this episode on Janitorial Bidding Software to make your life easier! [ Ссылка ]
One of the biggest mistake owners of cleaning companies make when going out to bid on cleaning jobs, is they don't discuss budget at the right time.
Bringing budget up too soon when you bid on cleaning jobs isn't appropriate, because you haven't asked any questions, you don't have any pain, or know what they really want. Ask too late and you could end up wasting a lot of time with a prospect who wants you to work for nothing.
Start the conversation with PAIN!
The majority of cleaners out there want to talk about themselves when going to bid on cleaning jobs. "We are Green" "We clean better than anybody else" "This is why we're the best" we, We, WE, WE US!
KEY POINT: Customers aren't interested in you, they are interested in THEMSELVES
Listen in to discover what your prospects really want to talk about. HINT: it's not you!
RESOURCE ALERT: Discover more about getting Commercial Cleaning Contracts [ Ссылка ]
You may be tempted to think "If I am the cheapest, I am going to solve their pain". But that's not it! They could hire a hobo for a nickel to do the cleaning but then when he steals or causes problems he's not solving that pain at all.
So what is their pain and how to you get it?
The way you do that is to have the "Pain Conversation"first.
Stop reading and watch now to get some amazing questions to ask your prospects and get their real pain.
KEY POINT: Once you have their pain, now and only now is time to discuss budget
If you don't have the pain conversation at the beginning and you ask them for their budget they are probably going to lie to you. If they're paying their current cleaners $2000/mo they'll likely tell you $1,500 and try to get a discount!
Just by asking questions, listening and understanding what their pain is and what their business is like, your prospective customer is going to be much more confident that you can solve their pain.
KEY POINT: If you can demonstrate a clear understanding of their pain, they are going to assume you can solve it
One you have their confidence, pain and budget you can give a qualified bid for cleaning jobs. Often times you are going to give them 2 bids.
It's common to have prospects who have champagne taste on a beer budget. They may give you a budget of $900 but their real pain cannot be solved at a $900 budget.
That gives you the opportunity to give them 2 bid options.
Watch now to find out how to maximize this opportunity when you bid on cleaning jobs.
KEY POINT: Re-stating their pain and acknowledging their budget reinforces the fact that you understand their pain and are really trying to help them.
The last piece to giving a successful bid for cleaning jobs is the bid package. Don't shy away from infusing creativity to your bid package.
You do not want to miss this last part of creating an amazing bid package and how you can increase your closing rates!
RESOURCE ALERT: Learn more about a Janitorial Bid Package HERE
RESOURCE ALERT: Here's the box Mike Mentions on the show!
Now that you're armed with the steps to getting your prospects pain and budget and have some amazing ideas for putting together a bid package, get out there and never bid on cleaning jobs the old way again!
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