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And it always has a wow factor to people. Another, a good marketing, handing that over
to them. It's showing something that's different than the other folks who came in with 1 sheet.
And also it lays out the time, the actual task, and how long each task is going to take.
This is the best way to fight low ballers. I get feedback from the people that we turn
the proposals in to. There always a little bit shocked, in a good sense. They, they are
kind of a little bit overwhelmed because all of a sudden you're showing something that
laying out the time, the task, how long it going to be for each area. It kind of blows
them away, in a good sense. And so, right away you're bringing value just in that. So
they're thinking that if you're that detailed with your proposal then you're probably going
to be pretty detailed with your cleaning too and so they'll pay an extra, they'll pay a
higher price for that. The key thing about marketing or the key thing about the janitorial
business that I've learned a lot from Dan and Tony is that you want to set yourself
apart. When I do a walk-through, a lot of times at the end of the walk-through they'll
start kind of getting some hints on some, "well what do you think it's going to cost"
And here is what I normally say to them, I say, "The three things that I look for to
make it a win-win situation, is number 1, I want to charge enough so that I can pay
people well. That kind of prevents, to some degree, turnover. And these are people that
are on the front line that are doing the grunt work, I do want to pay them well. Number 2,
I want to charge enough so that we have enough time, which is a big factor, to do the job
thoroughly and properly. A lot of times I tell'em, cleaning companies will low ball
a bid just to get the job, but they paint themselves into a labor. Which means can't
really afford to have them, to have the cleaners there for a long period of time. Because the
longer they are there they will be losing money. So, they get the trash and dash mindset.
And then number 3, is you want to charge enough so the company makes a reasonable profit.
Every walk-through I've ever done, particularly with businesses, they know you have to make
a profit, they have to make a profit, but always make a reasonable profit. So number
1 - charge enough to pay people well, number 2 - charge enough to have enough time to do
the job correctly, and number 3 - charge enough to make a reasonable profit. And the beauty
of the CleanBid program is that it incorporates all 3 of those elements. Because if you cut
out 1 of those elements, it's like a domino effect, it's going to effect everything that
you're doing or trying to accomplish to build a healthy business.