Arkansas HVACR NewsMagazine February 2018

S tate, National, Chapter News State national Chapter News

include more information as to why certain methods or skills are needed. This is a great way to market any advantages that you have over the competition. Are you more expensive than average because you have patented technological advantages? Are you less expensive because of efficiencies bought out of experiences? The proposal is the time to illuminate your unique position. You can also use technology more effectively. Got great photos of similar projects? A proposal highlights your work better than a bid alone. Bring in the best of specifics from quoting, your negotiation skills, and the competitiveness of bids to serve up a winning proposal. Be open to customers desiring proposals, even if the offer is of the same nature. Some customers want multiple estimates, one with just the basic, necessary work, and another with upgrades or different ways of accomplishing the same thing. A business willing to create a comprehensive proposal stands out from the competition only focused on their usual way of doing business. Choosing the Right Terminology Most contractors will utilize many, if not all, of these strategies for winning new business. Some clients will respond better to one kind of offer over another. Some projects lend themselves better to certain offers – for example, bids for government contracts. Know when to use a quote vs. estimate, for example, based on what works for your clients. And don’t be afraid to use all of these

techniques. Businesses that know which method will win which client have the best success in growing their companies . (Editor’s note: Be very careful when making a sale not to promise anything you can’t deliver. For example: a person wants their swimming pool kept at a particular temperature—cooled or heated. If you promise to maintain a temperature of 76° degrees at an outdoor temperature of “x°”, your system must deliver that 76°. If you promise a specific comfort condition, you are legally bound to deliver that level of comfort. You are liable for your promise. If the design and equipment does not work to your expectations, you can’t just give them their money back and walk away. You must deliver what you promised regardless of the additional cost to you. Moral of the story--under promise and over deliver.)

Under Promise

Over Deliver