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Reminder- close in person and ask questions when you lose a bid

Discussion in 'Bidding & Estimating' started by mnlefty, Sep 19, 2011.

  1. mnlefty

    mnlefty Senior Member
    Messages: 970

    Nothing new or fancy here just a reminder to sell in person or at least have some live contact over the phone or whatever whenever you can. No matter how well you explain the details in your contracts/bids/proposals, some people still won't always "get it". And if you don't get a bid, it's ok to ask follow up questions to figure out why. Happened to me today, here's the story.

    I have a lawn care company, about 120 customers, and we just started snow removal last year (my first with the company). This year we sent snow proposals to ALL customers, not just those that asked for a quote.

    Had a reply back via email saying he liked our service, but just couldn't justify paying double what he paid to his previous plower, who he hasn't been happy with. Now we have our 1" trigger, our service plan and all the details explained in the proposal... but like I said, some won't get it.

    I replied back asking the necessary questions... 1" trigger, full drive including circle, shoveling, etc...

    Turns out he does the sidewalk shoveling himself, and his previous snow contract was for 3" in a 24 hour period, however he didn't read things close enough to realize the differences, just skimmed it to the bottom line. Upon further investigation/explanation it was an easy sell and we'll be doing it.

    Bottom line, again it's nothing new just a reminder... simply giving a quote or submitting a bid does not replace SELLING your service.
     
  2. grandview

    grandview PlowSite Fanatic
    Messages: 14,609

    Good job on the followup,but one inch on a driveway,I think your going to pull your hair out.
     
  3. mnlefty

    mnlefty Senior Member
    Messages: 970

    Pretty standard in the area I work in... we ran 1" last year and it wasn't too bad. We don't necessarily start when there's an inch on the ground. If it looks to be a semi-defined time period of snow we wait until the snow ends, and then have 8 hours to finish the route after snow ends. If 4"+ or light snow for 12 hrs or more is expected we go out to run through the route by 7am or 5pm, whichever makes sense... most write their contracts similar around here. So we're not out clearing every inch as it falls.

    We had 2 snows around 18" last year and each time I ran the routes for 24-30 hrs straight, about 3.5 times through, and we were heroes compared to much of the competition.
     
  4. thelettuceman

    thelettuceman PlowSite.com Addict
    Messages: 1,216

    Good Advice
     
  5. Spucel

    Spucel Senior Member
    Messages: 413

    Nice job on the follow up and landing the contract!:drinkup: