Issue link: http://psai.uberflip.com/i/964419
W EEKLY EDITION APRIL 11, 2018 Asking the Right Questions when Bidding on Work Site Contracts: A Penny Saved is a Penny Earned …continued By Karleen Kos, PSAI Executive Director On pages 4 - 5 of this newsletter, we have provided a list of questions and topics to cover when you meet with a prospective customer. They may not all be appropriate every time, but you will generally want to be sure you know the answers to these things before you bid. Communi cation during the job : Communication has to be 360 degrees. Make sure your team - from the sales representative to the dispatcher to the driver - is fully in the loop on everything going on with the customer. It's important to make yourself (or someone el se from the company) available to the customer in case of an emergency. While it's rare that anything will come up, it's important to give the customer peace of mind that someone is only a phone call away. If it's a long term contract, a few personal visit s will go a long way in demonstrating your investment in serving them well. After the job concludes : It's always helpful to meet around the time a contract or project is ending to go over how things went and get feedback. Anybody can sell something, take the customer's money and move on. A true professional follows up with the customer, confirming their expectations were met during the length of the contract. If expectations were not met, take notes. How can you improve for next time? How can they make adjustments to make it easier for you to meet their needs and expectations? These meetings offer essential insight, so be sure to make them a priori ty. If they have a bad experience – or even one they were "meh" about – you definitely want to address that proactively so their final impression of your company is positive. These meetings are also a way to begin your next sale. Perhaps the company has another project coming up, or the contractor's daughter is getting married soon. Leaving them with a good impression means they are more likely to think of your company first when their next need arises. Be sure to leave your card or some fun SWAG behind so it's easy to make that call when the time comes. P AGE 3 CONTINUED ON PAGE 4