Bidding

Contributed by AlturaSolutions Communications

Competing against low bidders in the professional cleaning industry requires a strategic approach that emphasizes value over price. To accomplish this, it is essential to highlight professionalism and attention to detail, starting with how you present yourself and your business at your initial prospect meeting.

This is according to Robert Kravitz, president of AlturaSolutions Communications, a B2B marketing firm and a former cleaning contractor. "Doing so will help contractors knock the low bidder out of the ballpark."

Here's what else he suggests:

Be an Expert

Prospects who are not fully informed about products or services prioritize cost over quality. They select the low-bid cleaning contractor or purchase products from low-cost online retailers, even though they might be uncertain if their purchases are right for them.

This is called 'trial-and-error' purchasing, a process where customers make decisions based on price. It usually does not work out well.

Have a Customer-Centric Approach

A customer-centric approach prioritizes the customer's needs and satisfaction at the forefront of your business strategy. Always focus on the customer. This enhances customer satisfaction and helps them eliminate costly trial-and-error purchasing.

Keep the Conversation Open

Years ago, when I met with prospects, invariably, all my questions could be answered with a yes or a no. These closed-end questions had no impact, leaving the prospect wondering who I was and if I knew anything about cleaning.

Instead, ask open-ended questions like 'What are your biggest cleaning challenges right now? ' or 'How important are green cleaning and sustainability to you?'

These lead to real conversations, provide valuable insights into you, your products, and your services, and form a connection between you and your prospect.

Conversation Mistakes to Avoid — and a Secret Tip

Avoiding the pitfalls of dominating the conversation. Always allow the prospect plenty of opportunity to speak freely.

Never criticize a prospect's current service provider. This is unprofessional. Instead, highlight your services' unique benefits and superior quality.

And here's a secret tip: highlight your service with pictures. Showing the prospect high-quality interior images of the facilities you clean now was always been a winning formula for me.