Bidding Whoa's

[newb]

Hey All, How do you solve this one. My company has a reputaion for quality work at a fair price. One thing I pride myself on is answering all calls in a prompt manner. It seems this gets me in more trouble than its worth. Im usually the first one to look at a job and price it. Then the straglers come along ask if they have had other bids and low ball me. Sometimes I get a call asking if I will beat their price other times I dont. It just seems like were shooting each other in the foot and lowering the price for our service all around. Any thoughts?

 

[MasterBlaster]

Under those circumstances, stand firm on yur original bid. Any potential customer that does what you've said is an uncouth fool. And still keep responding quickly, that's probably gotten you more work than yur aware of.

 

[ROLLACOSTA]

there is no solution to your question ,i'm in the same boat as you ,we do not use answer machine's wife or i are alway's there to answer the phone/not mis a potential client..you feel the same way i did when ,we started being on the ball regarding call answering ,best thing to do is not let it get to you ,imo it all even's it's self out somewhere along the line ,my trick is get the call but go to the bid a few day's/several day's latter ,some customer's don't want to wait ,but i tell them sorry i cant be doing the work and bidding at the same time most don't mind waiting a few days,also i sow's a seed in there head that you the owner will be doing the work ,which most domestic client's really like ,i seriously wouldn't let it bother you..just think the enemy oops other company's/competitor's are probably pulling there hair out because they can't get to the phone/client like you can

 

[alanarbor]

Your timely response to peoples calls are a huge assest. I have gotten jobs by being the only person who showed up, let alone on time.

I usually try to find out if they are getting other bids when the initial call is made, and then I will ask if I can be last. If I go out after that, and they have gotten two insanely low bids, I can simply say "there's no way I can beat that price. Are you still interested?" If they are, then you can often times draw out their motivation to buy, and play to that. If they say no, then you're outa there without having walk around, look at the trees, write up the quote and all that. Belive it or not they will appreciate your respect for their time, sometimes enough to call you back if their experience with the lower guy is less than stellar. Charging a minimal consultation fee, to be deducted from accepted work, helps to discourage the shoppers too.

 

[PTS]

Keep doin' what yur doin'. We have the same problems here. It drives me crazy. I have gone as far as having jobs O.K.ed and scheduled and then they get the phone call from another company and then we get the phone call to cancel.

I agree with MasterBlaster. Word of mouth is key and having the reputation of fast response is going to get you more business than you loose.

 

[Ny finest]

The big deal around here is estimates are free and people get about 6 or 7 before any thing gets done.And theres about 110 ads in the yellow pages.I treat my customers good ,and I believe Word of mouth is most powerful.New customers are hard to get from ads -the key is to keep the ones you got.Also,try to make sure they're happy no pleased is a better word.Then you can (without being pushy or to obvious)tell them you'd appreciate refferals.Thats about the best you can dh,and try not to show your irritation when you get underbid-but don't budge.

 

[glens]

You could seal the bid in an envelope and ask that they not open it until all bids are in.

Or you could say the free bids are confidential but for a $50 fee (deductible from the bid if you get the job) they could use it however they want since they've bought it.

Glen

 

[alanarbor]

What's even worse are some of the people who would get a bunch of estimates and decide that it was just too expensive, and not give ANYONE the work. I've only run into a few, but that can really fry you. I think the way to go is to charge a consultation fee. It helps to prequalify your prospects.

 

[MasterBlaster]

You could seal the bid in an envelope and ask that they not open it until all bids are in.

 

[Ny finest]

I like the Idea of confidential free bids.You cant charge a consulting fee when evryone else is doin' em for free.Most homeowners have enough respect not to play the bid war game-those who do I'm not sure I'd want to work for them

 

[glens]

No matter what you do, they're going to do what they're going to do, so the confidentiality would at best be merely a request on your part.

I've asked to see other bids <i>after</i> I've submitted mine, but wouldn't think of asking beforehand because I wouldn't want it done to me.

 

[John Paul Sanborn]

Hey All, How do you solve this one. My company has a reputaion for quality work at a fair price. One thing I pride myself on is answering all calls in a prompt manner. It seems this gets me in more trouble than its worth. Im usually the first one to look at a job and price it. Then the straglers come along ask if they have had other bids and low ball me. Sometimes I get a call asking if I will beat their price other times I dont. It just seems like were shooting each other in the foot and lowering the price for our service all around. Any thoughts?

The demographics of your area make it hard. Lots of rural, and industrial small town homes. There are a lot of bucket butches in the area that work for peanuts, and people are used to that kind of work.

The only thing you can do is sell yourself and your prosess. This is where detailed bids come in, if you're going for 3/4 in dear, workign tips more then inner canopy, and not driving a truck all over the yard, you may be able to beat out the low bidders who are selling "raise and gut" thinning.

 

[NeTree]

I guess I'd echo some of the above. Often, being timely has gotten me the job even if mine was NOT the lowest bid... and certainly lends well to word-of-mouth. Quite often one happy customer I've had to bid leads to work for their friends where they simply ask how much, and when can you start.

 

[newb]

Thanks for all the responces. JPS, I know what you mean about rural. Trees that I get $1,000 for in Milwaukee get laughed at out here for $300. Ill let the hacks have them then come back to get them off their houses.

 

[John Paul Sanborn]

Thanks for all the responces. JPS, I know what you mean about rural. Trees that I get $1,000 for in Milwaukee get laughed at out here for $300. Ill let the hacks have them then come back to get them off their houses.

As I have said, if you need any help, give me a call. Part of my consulting is helping small startups with the bidding prosess.

One of my mottos is "allways bid on more then they call you for" even if it's a small crab by the front door, add another line to the bid
" thin crabapple to provide better long term structure-$50".

 

[a_lopa]

 

[rahtreelimbs]

Besides working for myself I work for a local climber/good friend. I have done jobs with him that I would never get for the price he put on the job. IMO it all comes down to his selling savvy. His confidence and knowledge really shine through!

 

[tophopper]

sell yourself not the job.

 

[alanarbor]

To second tophopper, tree work sales are 25% technical and 75% People

 

[a_lopa]

so where does three or more written qoutes come into it sure some bids are "won"on sales but not them all by a long shot