Who should you present your commercial lawn care bid too?

This great discussion about who should you present your commercial lawn care bid to was taken from the Gopher Lawn Care Forum here. Feel free to visit the forum to join in on the discussion.

Rob: “Tim, do you already have a bid ready when you are going out prospecting?

How do you know what services they want or don’t want?

For example there is a store next to where I live and I know the owner. Just from going in there frequently and buying stuff. I want to talk to him to see if he would like me to bid on his property.

So I wouldn’t be walking in with a bid already made out with optional services already listed, etc. Or would I?

What if you bid the hedges to be cut 4 times a year and he only wants them done twice a year?

Also where do you include information about your company? Or is this not necessary?

That’s what I mean about the brochure.

If I go down there and talk to someone on a cold call in person. What kind of package or info do you think I should be leaving whoever I spoke with .”

Tim: “Glad you asked this question.

never leave it with anyone other than your contact, always even on a cold call ask to speak with the person that can make the decision and answer or ask any and all questions.

As far as this store, you already have a rapport with this person so you can be a little more informal but still present yourself in the manor I know you will and that is 100% or more professional.

If this were me, I would create a quote letter. It is brief and to the point, no mumbo jumbo.

Then I also would attach an estimate work sheet (Which is available in the free lawn care contract section of the forum).

Remember: you’re only giving an estimate on what services YOU feel should be provided to give ‘CURB APPEAL’ and by the way, I like the analogy it works very well as a selling phrase. You can always negotiate the number of times the service will occur, ex if you estimate hedge trimming 4 times and they only want twice spring and fall then you cut your price by half on that service. Only bid or show estimate for each service to be provided.

DO NOT show the monthly price.

You can give a monthly after they agree on what services and the # of times each service is to be preformed. You can break it down to 8 or 12 equal payments. You can make notes, if needed, on the estimate sheet and then make the adjustment when you write up the contract in the SCOPE OF WORK section.

BTW tuck a complete contract already prepared just as if they were to accept the estimate in full. This way if they agree to every thing, you leave there in one trip with signed contract, DEPOSIT CHECK, and signed estimate approval in hand. DONE DEAL.

NOTE: If it were me, I would create and estimate through Gopher Lawn Care Software. Itemize each service and frequencies of each service, attach to a quote letter, hand it to him with a cover binder and hand it to him directly. Include 3 biz cards and start negotiations right then and there at the end of the conversation. If he/she seem stuck on the edge one way or the other DONT FORGET TO ASK FOR THE SALE a lot of times when there is a hang up this will close the deal.

On this one you could add a little something about your company in the last page of your bid package, sometimes visuals are sellers.

Hope this made sense, just because it did in my head doesn’t mean it did with others reading it, if not, reply and I will try to explain differently.”

Steve: What % of the time do you think a deal could be made on the spot like that?

Should a lawn care operator ever consider more of a soft sell where they present it to them and let the business owner get back to them? Or is it more important to say, this is what I think your property needs and here is my price, and then see if they will sign a contract with you then and there?”

Tim: “50-50 for me.

Hard sell or soft sell it’s all in the feel for that customer. If you think you can get a contract then and there, go for it.

If you feel the customer will need time then give it to them. Don’t even mention a contract to them. Give them a few days 4-5 and give them a return call if they haven’t called you.

It is all in how comfortable you are and the customer is with you, whether you present a contract right then or you wait.”

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Lawn Care Business Books And Software.
How To Get Lawn Care Customers Vol. 2
The landscaping and lawn care business plan startup guide
A rebellious teenagers guide to starting a landscaping & lawn care business
The GopherHaul Lawn Care Business Show Episode Guide.
Stop Lowballing! A Lawn Care Business Owner\'s Guide To Success