Most of us at some point have issued a quote for a job. If you're a tradie and you own your own business, you're probably sending out quotes every day. But are your quotes really showcasing your awesomeness? Do they make you stand out from your competitors or are they a single sheet of paper with a few words and some dollar signs?
These days, most people aren't buying on price alone. They want to get to the the business that will be doing the work for them. They want to know you are reliable and trustworthy. That you'll turn up on time and that you'll do what you say you will.
A single piece of paper just doesn't cut it any more. If you want to stand out - really stand out - then it's time to ditch the crappy old one pager and start selling yourself. It's not that difficult. Here's my top 10 changes that you can make today so your quotes stand out from the others:
1. Get a template
Make a commitment to get a proposal template. This is a document that holds all of your key information, something you can edit and change as you develop your individual proposal for a specific prospect. Once it's completed, it'll make completing new proposals super-easy because all of your key information and top selling points are right there.
2. Include a profile
Always include a profile about your business. This should showcase what makes you uniquely YOU and included how long you've been in business and what experience you have. This is your chance to sell yourself and your business so don't be afraid to tell your story. Believe in your business - it shows.
3. Be specific
Get a little technical. Well ok, not too technical, but do point out the technical aspects of what you do and why not all products will do the same job. If there are several different ways a job can be completed, lay out the technical reasons why you do it the way you do.
4. Explain your approach
Explain your approach to the job. If you're a builder quoting on a job to build a new deck you might want to describe how the job will progress - holes dug on day 1, supports cemented in on day 2, frame completed on day 3 and so one. If you're a gardener you might want to say that you pull out larger weeds by hand, spray smaller weeds and then come back fortnightly for a re-spray. You get the picture......(and if you don't, call me!)
5. Quality, quality, quality
Mention the quality aspects. Disclose the brands you use and why - if this means your quote is a little more expensive than others who use cheaper brands, make sure you tell your prospective client why quality is important. If you're a painter you might want to add some information about the paint you use and why it's the best paint for the job. If it's a more expensive option than some other paints, let your prospect know this but also tell them how much more durable it's going to be than cheaper paints.
6. Give examples
Give examples of work you've done in the past, including testimonials from happy customers. The easiest way to do this is by including a link to your website. If you don't have a website - get one!
7. Talk about timing
Include information on timing - when you can start and when you would expect to finish. Also include what time you would normally arrive and what time you would finish each day. Let your prospect know that once they are booked in, they will have your 100% focus on their job.
8. Add a brochure
Add a brochure to your proposal - either as a PDF is your proposal is emailed or as a hard copy if it's delivered by post. This is particularly effective if you do something visual like fencing or painting - but really, no matter what you do, a full colour brochure adds some extra interest to your proposal and helps you to stand out.
9. Detail the price
When you get to the price bit, make sure you detail everything that's included in the cost. I mean everything - you want your prospective client to understand that they are getting a whole lot of work for the quoted price. And just as importantly, make sure you let them know anything that's NOT included. It pays to be crystal clear.
10. Develop different versions
Have multiple templates ready to go. If you're an electrician, you might want to have one that focuses on your experience with lighting, another focused on wiring and another relating to commercial work. Investing a little more time to have multiple templates saves you time down the track when you're pitching for different types of jobs.
If you get stuck
If you don't have the time or if you're stuck for words then shoot me an email or phone me on 0400 514579 and let's chat about getting an awesome new proposal template ready to go!