Again I didn't write it, but its good. enjoy

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Tips on Presenting your Bid

• Understand your prospect's needs and convince them your company is best suited to meet those needs. You must master this principle to enjoy success.
• Be a likeable, low key, salesperson. You want the client to have confidence and trust you, so be honest and sincere.
• Sell your quality. Describe how the building will look or how the surface will appear when you finish cleaning.
• Be prepared to answer objections and questions in advance. Never give the impression that you are a price chopper. If you lower your price automatically, the customer believes you were overcharging in the first place. Try to negotiate in some area of concession before you discuss a price reduction. For example, "Mr. Prospect, could we perhaps reduce the frequency of cleaning your ___________ in order to reduce the monthly cleaning price?"
• Do plenty of home work with study, reading, and research. Establish yourself as an expert. The quicker you can establish that you are an expert in the field of building maintenance, the more the client will respect your knowledge and listen to what you and your company can offer.
• Don't criticize your competition.
• Write and call back - to check on the bid. You must show continual interest. Your persistence and helpful attitude will eventually move you from #2 to #1.
• Using your custom bid package, remark how other clients have found it to be the best. Mention how other clients have been convinced to go with your service. Gather technical information about the business. Find opportunities to learn about professional maintenance techniques through the study of books on cleaning methods, and by attending building service contractor seminars and conventions, and taking time to discuss and learn cleaning techniques with others. Subscribe to the cleaning trade journals and learn from their web sites.
• Learn to size the proposal to the account. A small $40 one-time job may only need your cover page flyer and your proposal with detailed specs, a price, and references.
• On large bids include every page in detail. Make an appointment to present the bid. Hopefully on your walk through you will have uncovered the prospects cleaning needs and can use this knowledge to sell the account. Present the Benefits, Features and Advantages of your service.
• Your appearance is important. Dress to match the person you call on. Often a nice monogrammed polo type shirt with your company name will send the right message of professionalism.
• Sell your professionalism. Because you are a pro, you can comment on the techniques and procedures for various surfaces that may be a problem. Tell them what the surfaces will look like when you finish with the job.
• Find out who the decision maker is, and ask for an appointment to present the bid. If you have to go over the head of your contact person then learn to be very diplomatic.
• When you arrive to present the bid, always ask if you can take just a minute and sit down to review a couple of things. This way you can get the prospects undivided attention and get closer physically to be able to get his/her signature if possible.
• When explaining work procedures and covering cleaning solutions don't say, "My workers do this," instead say, "We'll do this." Try to convey the personal attention that you will be giving to his or her building.
• Learn to detail the size of your bid proposal and length of your presentation to the size of the account.
• Open the bid proposal package and review each page making comments. Ask, "Do the specs look OK to you?" This way you qualify the prospects by getting them to say yes.
• You are selling an intangible service. "Clean" is better sold through pictures, because you can show your customers things being cleaned by your professionals. And, seeing is the first step to believing.
• Don't forget the prospect is a lot like you. Find out about his family, friends, hobbies, and worries. Don't be fearful, sit down and talk everything out. For many contractors, closing averages run one out of every five presentations. It's important to be as concise and complete as possible. You must tell your company story in an interesting a way.
• Sell the quality of your workers. Tell the prospect a little bit about them and brag on them. If you don't sign up the prospect, offer to bring your workers by so they can meet him. Make sure you have completely put to rest any questions regarding honesty.
• When you finish, ask if there are any other questions. Say, "We would be glad to sign you up so we can start working for you." Or, "Is there any reason why we can't sign you up?" Or, "We sure would like to work for you and get your building in shape." If he or she seems to be hesitant then say, "What would it take to earn your business?"
• If a prospect appears uncomfortable and continues to stall or hesitate ask: "Is there something I've not explained or a question still in your mind?" Or, with a big smile ask again, "Well, what would it take to earn your business?"
• Your entire approach as a trouble shooter, consultant, and problem solver will convey that you care about his or her needs. You want to help him to improve the appearance of his or her building.
• Third Party Proof, which means that you have had other customers try your service, and they have liked the results. When you give out references on yourself or on your other accounts make sure they will put in a good word for you. There may be times when you want a business associate to call and find out for you what kind of recommendations you are receiving. Eliminate any questionable references. Show pictures of some of the buildings you clean. Drop names.
• Always ask for the order (AFTO).

Review of the Sales Process

• 1. Qualify the prospect - Does he currently hire a cleaning service or would perhaps consider hiring a cleaning service?
• 2. Approach - "I would be glad to give you a back up bid. There is no charge or obligation on your part."
• 3. Fact Finding - Make a survey to determine specs, frequency, square footage and all the needed details.
• 4. Complete the Cleaning Variables survey form so you can total the building score. Subtract this score from 100 and enter the result as a decimal in the Jan Bid Difficulty Factor box or cell.
• 5. Description of quality and service - "May I quickly review our spec sheets and see if they cover everything you want cleaned?" Ask for an inspection walk through - Look for all the problem areas to discover soiled areas and cleaning complaints.
• 6. Try to deliver your presentation within 24 hours.

        a. Review with the prospect the literature in your bid proposal.

b. Cover the cleaning specs and any extra work you may want to bid, such as carpets,         floors or windows.

c. Explain your QC program.

d. Review how your Healthy Cleaning program can help improve Indoor Air Quality and

    employee health by reducing cross-contamination.

e. Review your Operations Manual to show how your staff is trained in safety, security,

    OSHA compliance, professionalism and high tech cleaning procedures.

f.  Explain your superior management, supervision and follow up communication systems.

g. Describe the cleaning problems you noticed and explain how your cleaning program will   take care of all of his cleaning needs. Reinforce the benefits.

h. Review your references.

7.   Trail Close - "Does this program seem to be what you are looking for?" Offer to set up a

      start date.

8.   Overcome objections by discussing concerns and working through differences. Ask, "Is our

      price in line with your cleaning budget?"

I particularly like the tips covering the "Review of The Sales Process." I'm going to tweak it just a little to fit residential and tape it on my desk next to the phone. Another idea you just gave me is to put these sales steps into a flowchart and add it to my operational manual in the section covering phone quotes. Thanks again RJ! :)

your welcome Hazel....

Awesome post! Thanks RJ 

your welcome Tonya :)