The Site Shed
How to Win More Work with Less Effort by Selling versus Bidding
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The Site Shed
How to Win More Work with Less Effort by Selling versus Bidding
Sep 11, 2019 Episode 212
Matt Jones - Trade based business enthusiast

Part One – How to Win More and Work With Less Effort by Selling Versus Bidding

Series: How To Grow Your Business 30% Year Over Year With PredictabilityGuest: Ryan Groth from Sales Transformation Group 

 

The sales process can feel like a routine. There are times when clients do not necessarily know what they want. In turn, contractors can fall into an endless cycle of estimating, bidding, and preparing presentations only to be ignored. Then the cycle continues. 

This context applies not only to a contracting business. Wherever you are that deals with people talking with each other, valuing time and effort should be commonplace. We should be able to evaluate the worth of our time and efforts into every step. 

If you’re interested in business, contractors, and sales topics, you’ll want to listen to these also.

  • TSS187 – Creating strong referral partnerships – [LINK]
  • TSS166 – Google Marketing For Tradies & Contractors – [LINK]
  • TSS195 – Building Your One-Page Strategic Plan – [LINK]

 

About this podcast, ‘How to Win More and Work With Less Effort by Selling Versus Bidding’

Podcast Highlights

  • 10:36 – Bidding is like baseball
  • 15:17 – Quoting on the right jobs
  • 18:34 – Sound selling
  • 19:55 – Creating urgency
  • 21:43 – Project analysis
  • 26:58 – Baseline Selling Process
  • 28:22 – Considering emotional and intellectual factors
  • 31: 23 – Sealing the deal
  • 34:48 – Sales milestones
  • 38:21 – Practice vs. scripts

 

In the first part of this series, we delve deep into the bidding versus selling process. We need to see business from a new perspective instead of just making the calls, crunching numbers, and passively waiting for results to happen. You will learn as much as I did about creating relationships rather than just gaining clients. 

Instead of giving the cost of service, project how much a problem is going to cost if it is not solved. This practice is what you call sound selling. To create a feeling of urgency, I suggest that you take a momen

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