In over 25 years in the cleaning business, I’ve participated in many (pre-bid) janitorial walk through groups and I’ve witnessed numerous bids that were lost before they were even presented.
The pre-bid walk through is your chance to shine. Make that happen by following these top ten tips:
- Look the part, dress professionally. Shirts with company logos are perfect and project a positive image. Or at least wear a nice shirt. Shine the shoes, comb the hair, iron the pants, etc. No shorts or flip flops. Leave the lip rings at home. And, oh yeah, If you’ve got a neck tattoo, wear a turtleneck. But all kidding aside, perception is reality… If you don’t present a professional business image, no one is going to entrust their building’s image to you.
- Be prepared. Have more than one working pen. Have a small working calculator and a pad for notes and calculations.
- Silence your phone, or better yet, turn it off. Your ringing phone says to the person who is showing you around their facility, on their time, that this walk through is not that important to you.
- The Be-attitudes: Be professional. Be polite. Be nice. Be friendly. Be thankful. Be yourself.
- Do a little homework beforehand. View their website, do a Google search. Know a little something about the facility that you’re bidding on. It always helps.
- Read any pre-bid package information extensively. Don’t ask questions that someone took the time and effort to spell out for you. Don’t be “that guy/girl” that asks – in front of multiple bidders – “um, who provides the trash bags, you or me?”. How will you feel when the facility manager responds, “That’s in the pre-bid packet you received. Did you not read it”? And what do you think the facility manager will be feeling about you?
- Do ask questions that aren’t spelled out in a pre-bid packet. Like, who provides the paper goods, trash liners, soaps, etc.
- Listen carefully to what your prospect says during the walk through. Take notes. Let them tell you what they’re looking for in a cleaning company. Like, “the last company never changed the can liners” or “they wouldn’t take care of issues quickly”, etc. And make sure that you take care of this customer if when you get the winning bid!
- Ask your prospect to let you walk the building on your own after the walk through to make some calculations, review some areas and take some notes. It helps you tremendously and tells them you’re thorough. I’ve never had any prospect tell me no.
- After the walk through, thank your prospect. Tell them that you appreciate the time they took to show you around. It’s amazing how many people fail to do this properly.
Now head over to your CleanlyRun Janitorial Bidware account (or free 30 day trial account) and continue to put your best foot forward… In just a few minutes, you’ll be guided through the creation of an extremely professional and accurate proposal that’s ready to deliver to your (impressed) customer.