What we’ve learnt about winning jobs

The following are simple tips that, when applied, should increase your quote winning ratio.

• Make it look professional
  • Your quote is the first example of your quality of work. If you have a professional looking quote, you will win more work even if you’re more expensive.
• Quote fast
  • Your chances of winning work are exponentially better the faster you respond.
  • Our statistics show that you increase your chances of winning work by up to 25% if you quote within the first 24 hours.
• Follow up
  • 60% of quotes are never followed up.
  • Following up works, its a secret weapon of all good sales teams.
• Track your win/lose ratio
  • Do you need more enquiries or do you need to convert more enquiries into jobs?
  • If you are winning all your jobs, chances are you are too cheap.
  • Is your marketing targeted correctly? Are you getting the right customers enquiring?
• Customer testimonials
  • They will put you ahead of your competition!
  • Look at how movies, books, Infomercials etc. use testimonials successfully.
  • Testimonials inspire confidence in your product or service.
• Explain the work you will do for the customer
  • Outline what they asked for, this gives the customer confidence that you understand what they requested.
  • Outline what the job outcome will be, this ensures there is no misunderstanding of what you are providing.
• Make it easy to accept the quote
  • Give them easy options
    • an email to reply to with the quote number
    • easy to find phone number
  • Tell them what it is they need to do.
  • Follow up!
• Quote optional extras
  • Customers can’t spend more if you don’t offer it.
  • It’s a great easy way to increase your total on each job.
  • It gives the customer more options – options that might put you ahead of your competition.
• Show examples of your best work
  • This proves to your customer that you can deliver a high quality service or product.