Competing with Lowball Bidders
We have all been there, trying to provide a good service at fair prices with a little bit left over to put food on the table only to be frustrated with competitors offering to “clean” for a fraction of the price.
Today’s guest Joe Scrozati of Dust Busters NJ asks Mike how he can sweep these people under the rug.
But in a world of instant gratification and walmart cheap prices, how do you compete with the lowball bidders?
First things first you have to ask yourself is it just you or are you customers angry about the service they get with the lowballers as you are?
BONUS TIP: The opportunity lies in the quality of service you can give.
The short answer to this problem is EDUCATION.
You need to educate your customers and perspectives on the benefits to THEM
If you have customers that you have good experiences with coming in after lowball bidders use them as case studies.
It’s worth it to hire a videographer to film it. Mike breaks down the step by step process to getting excellent testimonials and sound bites to use in your marketing arsenal against the lowball bidders out there.
BONUS TIP: Get your client’s pain from before using your services. Ask how it affected their lives. Ask how their lives/business/employees are better since switching to you
It’s also very likely that you have customers and prospects that just don’t care. If you do have customers that don’t care and are just trying to get the cheapest service, don’t bother wasting your time, get different clients.
BONUS TIP: Use a lead magnet.
Mike harps on the lead magnet often, but only because it works! Listen in on how to do it right.
Finally you must know your Unique Selling Proposition. If you don’t know what that is, you better listen up.
Here are some of the guidelines for your USP:
It has to be unique
Not cheap or green or anything generic
Not money back guarantee
Very specific audience meeting a very specific need
Ask your customers what they want for ideas
To tie it all up in a nice pretty bow Joe shares his smarts in the Lightning Round
Don’t stop selling
Do what you say you are going to do
Get somebody to help you with the paperwork
Check out the last episode http://www.growmycleaningcompany.com/bidding-on-cleaning-jobs/
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