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
Ensure the security of your HCL environment by applying the Zero Trust princi...
How to Win More Quotes and Proposals at Higher Margins
1. How to Win More Business…
at Higher Margins
ACHIEVING MORE WITH LESS
Jon Mailer
CEO/Founder of PROTRADE United
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. Breaking the Mold
How to make the transition from being a ‘tradie’ to a
professional of your trade…
15. What this IS…
Some ‘simple yet powerful’ tools…
To help you win more OF your jobs
At a higher margin…
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. 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
20. What are you ‘really’ selling?
Can I TRUST you/your company…
to SOLVE MY PROBLEM…
with CERTAINTY?
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.
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
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
32. 2. Give great PERCEPTION
• Perception = Reality
• Brand touch points
• Uniform
• Signage
• 1300 #
• Voice Mail
• Business email
• Stationary/Collateral
7/11/4
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
39. 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
45. 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’*
46. 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?”
47. 4. Present the Solution/Proposal & Test
• Price for GP required*
• In person when ever possible (7/11)
• Recommend & educate
• Stop, Pause and Test
62. 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…
63. Where to from here?
I get to
choose/create
the whole of my
reality…