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How to Win More Quotes and Proposals at Higher Margins

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How to Win More Quotes and Proposals at Higher Margins

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Do you spend hours putting together quotes and proposals, believing that yours is the best deal, only to lose out at the last minute to a competitor or indecisive customer?

Margins are tight; everyone is competing on price. So, how do you stay competitive in the market and make a profit? Often it’s the small things that make the biggest difference.

During this practical, results-focused workshop, you will discover:
The 7 steps to creating a conversion process that will produce consistent results
Why 70% of quotes are won or lost even before you discuss your service or price
Powerful value-add strategies that will provide consistently strong margins
The high-performance technology you can use to build trust quicker and increase referrals
How to educate potential clients on why they should choose your business over the competition

Do you spend hours putting together quotes and proposals, believing that yours is the best deal, only to lose out at the last minute to a competitor or indecisive customer?

Margins are tight; everyone is competing on price. So, how do you stay competitive in the market and make a profit? Often it’s the small things that make the biggest difference.

During this practical, results-focused workshop, you will discover:
The 7 steps to creating a conversion process that will produce consistent results
Why 70% of quotes are won or lost even before you discuss your service or price
Powerful value-add strategies that will provide consistently strong margins
The high-performance technology you can use to build trust quicker and increase referrals
How to educate potential clients on why they should choose your business over the competition

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How to Win More Quotes and Proposals at Higher Margins

  1. 1. How to Win More Business… at Higher Margins ACHIEVING MORE WITH LESS Jon Mailer CEO/Founder of PROTRADE United
  2. 2. Who is PROTRADE United? Australia’s #1 coaching & mentoring organisation supporting trade & construction business owners nationally… wners to: • Stabilise & Streamline – creating CONSISTENCY with income, profit & cash to give them freedom of CHOICE • Scale – growing # projects, vans, teams, (with profit!) • Step Out – off the tools, choose a role, sell/manage buy out
  3. 3. Breaking the Mold How to make the transition from being a ‘tradie’ to a professional of your trade…
  4. 4. Jot this down… www.slideshare/tradeinsights.com
  5. 5. What is the hardest for you?
  6. 6. Does it get any easier? Don’t wish it was easier. Wish you were better. Jim Rohn…
  7. 7. Earning potential with your hands?
  8. 8. Earning potential with your head? $000,000’s
  9. 9. You vs. The Tools
  10. 10. Psychology vs. Skills/Ability
  11. 11. Change…are you up for it?
  12. 12. Creating your whole reality… Value/trust yourself Tell the ‘whole’ truth 100% Responsibility
  13. 13. Adapt the ideas… To suit your business model and target customer…
  14. 14. Where to start?
  15. 15. What this IS… Some ‘simple yet powerful’ tools… To help you win more OF your jobs At a higher margin…
  16. 16. What this is NOT…  Marketing – attracting the leads…  How to just win more jobs  Pricing/estimating/quoting…  Providing great service…  Handling difficult clients
  17. 17. Important to know… 1. Your ‘dream/ideal’ client is 2. Your conversion rate 3. Your target capacity 4. Your target gross profit 5. That more jobs does not mean more profit
  18. 18. What business are you in?
  19. 19. What is the ‘real’ problem?
  20. 20. What are you ‘really’ selling? Can I TRUST you/your company… to SOLVE MY PROBLEM… with CERTAINTY?
  21. 21. Understand… 1. Greed 2. Impatience 3. Lazy 4. Vanity  Give more than you promise  Be efficient/make it happen  Make it easy for them  Make them feel good in the process.
  22. 22. It’s an ecosystem
  23. 23. What has been valuable?
  24. 24. Need a recipe…
  25. 25. Need a recipe… Ingredients… 1. Key TARGET Customer 2. Build amazing VALUE – What people want! 3. Create world class PERCEPTION & Build TRUST fast 4. Be DIFFERENT 5. HELP & SERVE… don’t hold up
  26. 26. 1. Who is the ‘target’ customer?
  27. 27. Sweet Spot 10-15% Majority 70-80% Smaller Market 10-15% Larger Market 10-15% 1. Who is the ‘target’ customer?
  28. 28. Dream Client Profitable Pay Pleasure Partner Pathway Process 1. Who is the ‘target’ customer?
  29. 29. 2. Where is your VALUE?
  30. 30. 2. GIVE - what people ‘want’ With certainty… • Clarity & direction • Professional & confident • Efficient – not rushed • Clean & Tidy • Quality and value – not cheap • Open communication • Guidance and support • A ‘little’ extra • Make me look/feel good
  31. 31. 3. Give great PERCEPTION
  32. 32. 2. Give great PERCEPTION • Perception = Reality • Brand touch points • Uniform • Signage • 1300 # • Voice Mail • Business email • Stationary/Collateral 7/11/4
  33. 33. And build TRUST…FAST? 1. Do what you say you were going to…when you said you would…in the manner you committed 2. Be a ‘Visible Expert’* 3. Present as a professional* 4. Educate – DON’T sell* 5. Provide real examples/case studies* * = Credibility Pack
  34. 34. Credibility/Capability Statement
  35. 35. Who do you choose?
  36. 36. Better is NOT Better! DIFFERENT is Better
  37. 37. Even if it doesn’t make sense!
  38. 38. Need a recipe… Ingredients… 1. Key TARGET Customer 2. Build amazing VALUE – What people want! 3. Create world class PERCEPTION & Build TRUST fast 4. Be DIFFERENT 5. HELP & SERVE… don’t hold up
  39. 39. What has been valuable?
  40. 40. The Method 1. Initial Connection 2. Qualification #1 Phone & Questions 3. Qualification #2 - Scope & Gather Intelligence 4. Present the Solution/Proposal & Test Complete 5. Handle Queries/Follow Up 6. Complete, Confirm, Commence
  41. 41. 1. Initial Connection 1. Prompt 2. Present 3. Polite 4. Professional
  42. 42. Jay & Krista – Fully Wired Electrical
  43. 43. Qualification #1 And…DIS-Qualify
  44. 44. Qualification #2 • Confirm - SMS • Have your packs, brochures, evidence • Build the trust • Don’t rush • Ask & listen, then ask & listen again, & again… • Scope the job • Book the ‘next step’*
  45. 45. 3. LEAD with PERMISSION “I’d just like to ask a few questions to understand your situation a little better…is that ok with you?” “I have a couple of recommendations here…can I run them by you?”
  46. 46. 4. Present the Solution/Proposal & Test • Price for GP required* • In person when ever possible (7/11) • Recommend & educate • Stop, Pause and Test
  47. 47. 5. Follow up…
  48. 48. Reuben Seeto – Seeto Air Conditioning
  49. 49. 6. Complete, Confirm, Commence…
  50. 50. What has been valuable?
  51. 51. Combine Hi Tech With Hi TOUCH! Technology…
  52. 52. C.R.M.
  53. 53. C.R.M.
  54. 54. Job Management
  55. 55. Andrew Reilly: Wire-not Electrical
  56. 56. Your Checklist
  57. 57. PRACTICE…until you can’t get it wrong Everything is hard… until it becomes easy.
  58. 58. You get to choose…
  59. 59. Your opportunity to get clear Complimentary - ‘Strategy’ Session • Where you WANT TO BE • Where are you NOW • Create a ROAD MAP TICK YES… to get you there…
  60. 60. Where to from here? I get to choose/create the whole of my reality…

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