A successful contract entails more than just getting your timesheets signed. If you’re in it for the long haul and want to develop long-term financial stability, you’ll need to find a balance between a variety of needs, both your own and your clients’.
But, let’s face it, for contract cleaning services winning new contracts might seem impossible at times. How are you supposed to compete for those major contracts if you don’t have a giant corporation’s funding, resources, or reputation?
Winning work is an essential part of running a business. Companies have traditionally relied on word of mouth and an excellent reputation to attract new consumers. However, if you want to work on larger projects regularly, you’ll need to learn how to get contracts. Our six steps below will help you do so; let’s get started.
1. Lasting Impression – The amount of trust and respect the client has for you as a person will be one of the most critical variables in the success of your deal. It would help if you gave the idea that you care about the client and, more importantly, make the boss look good. With a client you’ve been having lunch with every week, getting that all-important contract renewal or that vital glowing recommendation may be a lot easier than with a client who can hardly remember your name.
2. Credibility – Begin by confirming that your company has all of the essential trust marks for your industry. It also doesn’t hurt to be a member of a trade association or regulating body. By demonstrating that you can fulfill the government’s and trade associations’ stringent high requirements, you’re showing clients right away that you can be trusted to be dependable, competent, and deliver high-quality work.
3. Networking – If you’re starting out, you might be wondering how to get a more significant clientele for your business. The first step is to consider what you are capable of bidding on. You don’t want to be in a position where you have to reject work after accepting it.
Second, make yourself available. In today’s world, potential clients rarely wait. Because you can’t always answer the phone, the next best thing is to call folks back as soon as possible.
Ensure your voicemail greeting is professional and includes pertinent information, such as when clients may expect a callback. You may even employ the services of a virtual receptionist. Some provide a free trial period, allowing you to evaluate if the technique is correct for you before investing any money.
4. Knowledge is Power – When preparing a winning tender response, the first step is to conduct research. The more information you have about the client and their needs, the more effective your final solution is. Before you begin working on the tender, you should arrange a meeting or a phone chat with a possible client to understand their needs better. If the tender paperwork is confusing, you should always ask questions in writing about anything from contract deadlines to how you’ll be paid.
5. Communication – Successful relationships flourish organically with individuals who communicate well, just like so many other business areas. It’s a skill worth honing to express your message clearly and simply without boring or annoying your client. It doesn’t have to be challenging to communicate effectively. Simple measures like delivering regular progress updates and answering the phone as soon as an issue arises can assist your client see you as professional and capable.
6. Presenting Well – Creativity is nothing more than a mind that has been liberated. You must first win over the client’s heart to win a contract. Most people who award contracts have seen similar presentations before, and many of them are accustomed to the traditional way of presenting. Only by giving your presentation in a way they haven’t seen before will you be able to pique their interest. Make your presentation more engaging by including a few hilarious jokes that are relevant to the pitch and some images.
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