Post by Kevin on May 23, 2008 7:45:37 GMT -5
This post may help you. If your new or your old. If your a senior service. Listen up, things have changed.
I remember when you went on an estimate, you did a walk thru, building manager walked you through the location, showed you this, showed you that. You asked your questions, he or she asked their questions...la de da.. You went back to your office, calculated your bid, put everything into your nice shiny binder. Spent 30 minutes making the super proposal folder. Headed to the post office to mail the package, or if your good you scheduled a time right then before you left your first appointment for your second appointment and then you went over the proposal.
Does that sound about right to you? The procedure you followed. Now if you do not own your own location and never dealt with contractors at your home or business, having to give up your precious time you probably will not understand what I am about to write.
This is your wake up call!
If a contractor comes to my building, my time is more important than his or hers. I already know the price I am going to pay for the work that will be done. If it is a cleaning contract, I know the budget that is set aside for cleaning monthly. Especially if the building has been open for years. When your bidding do you not think the building manager knows what price they will pay before you even get there? Of course they do. They are getting rid of a service for a reason, it might be their own people cleaning, might be another service. They know the budget though.
Now you come into the equation. You want your service to do the work. You have been allotted time with this building manager, your building your company up as you do the walk-thru. Your building a nice repore, your explaining your expertise as you walk-thru pointing this out and that out.
Here is the problem:
So you end your walk-thru, Thank the building manager very much. Give him or her a promise that the proposal will be there shortly to them, and please call if they have any questions. Then you leave.
Your first mistake. You think your the only one bidding the building. Guess what the second service is coming in 20 minutes behind you.
Now: back to TIME, you have to be prepared, you need to keep your shiny proposal folder with you, all ready to go. You have a handwritten worksheet proposal all set to go that will be placed in the folder once your done NEGOTIATING. You do not leave that building until you are asked to leave till your meeting is over. Your first close is lets head back to your office so I can write up your price.
Your second close is do you require any extra services that were not pointed out during the walk thru- ex: carpet cleaning, strip and wax, window washing..
Your third close do these specifications match the required work?
Your forth close is, does this price look fair.
Now it is either yes or no, fifth question if no, what price seems fair to you?
Your sixth close is a statement question. Your obviously the one who makes the final decision.. right?
7th question, or statement if the building is in bad shape, "oh that price you gave me is too low, is that what your currently paying, maybe thats why your calling me?"
8th question Does the price sound fair if....
Now... your negotiating. Remember the person your meeting with has probably 100 things on their plate. The time they have to wait for your proposal, gives them the opportunity to hire someone else. Someone who is ready for a meeting, ready to negotiate and get that contract today! Don`t waste time, do a drive by the night before your meeting, especially if it is an public place walk in and check out the surroundings so you will have your rough estimate already complete before you even meet.
I remember when you went on an estimate, you did a walk thru, building manager walked you through the location, showed you this, showed you that. You asked your questions, he or she asked their questions...la de da.. You went back to your office, calculated your bid, put everything into your nice shiny binder. Spent 30 minutes making the super proposal folder. Headed to the post office to mail the package, or if your good you scheduled a time right then before you left your first appointment for your second appointment and then you went over the proposal.
Does that sound about right to you? The procedure you followed. Now if you do not own your own location and never dealt with contractors at your home or business, having to give up your precious time you probably will not understand what I am about to write.
This is your wake up call!
If a contractor comes to my building, my time is more important than his or hers. I already know the price I am going to pay for the work that will be done. If it is a cleaning contract, I know the budget that is set aside for cleaning monthly. Especially if the building has been open for years. When your bidding do you not think the building manager knows what price they will pay before you even get there? Of course they do. They are getting rid of a service for a reason, it might be their own people cleaning, might be another service. They know the budget though.
Now you come into the equation. You want your service to do the work. You have been allotted time with this building manager, your building your company up as you do the walk-thru. Your building a nice repore, your explaining your expertise as you walk-thru pointing this out and that out.
Here is the problem:
So you end your walk-thru, Thank the building manager very much. Give him or her a promise that the proposal will be there shortly to them, and please call if they have any questions. Then you leave.
Your first mistake. You think your the only one bidding the building. Guess what the second service is coming in 20 minutes behind you.
Now: back to TIME, you have to be prepared, you need to keep your shiny proposal folder with you, all ready to go. You have a handwritten worksheet proposal all set to go that will be placed in the folder once your done NEGOTIATING. You do not leave that building until you are asked to leave till your meeting is over. Your first close is lets head back to your office so I can write up your price.
Your second close is do you require any extra services that were not pointed out during the walk thru- ex: carpet cleaning, strip and wax, window washing..
Your third close do these specifications match the required work?
Your forth close is, does this price look fair.
Now it is either yes or no, fifth question if no, what price seems fair to you?
Your sixth close is a statement question. Your obviously the one who makes the final decision.. right?
7th question, or statement if the building is in bad shape, "oh that price you gave me is too low, is that what your currently paying, maybe thats why your calling me?"
8th question Does the price sound fair if....
Now... your negotiating. Remember the person your meeting with has probably 100 things on their plate. The time they have to wait for your proposal, gives them the opportunity to hire someone else. Someone who is ready for a meeting, ready to negotiate and get that contract today! Don`t waste time, do a drive by the night before your meeting, especially if it is an public place walk in and check out the surroundings so you will have your rough estimate already complete before you even meet.