Wise Up Wednesday: Don’t tender for any jobs at any price
This week’s Wise Up Wednesday looks at one of the most effective things you can do to find more quality sales leads, and it’s not as difficult – or expensive – as you may think.
Not too long ago it cost a Client or Contractor time and money to send out tender information about a project. Through advances in technology, this can now be sent to any Specialist Contractor anywhere at the touch of a button.
Which is why you need to be more savvy about the type, quantity and cost of the work you tender for.
I have met Subbies that tendered for any work that came their way. At any price! This approach is not cost effective and can cause more problems than it solves.
It is far more cost-effective to be selective and just go after the work that you want to do, where you want to do it. And this is not as difficult to find as you may think.
With a little organisation, investment and a proactive approach to the task, you could reap the benefits.
How can this selective approach – that we know works for others – work for you?
1. Research the market for the type of work you want to do
Firstly, you need to use a dedicated lead generation system like Glenigan to source and filter out the jobs you want to work on from the thousands of live projects out there.
You can use Glenigan to access live data which enables you to be very specific and tender solely for the type of work that suits you best, in the geographical area you wish to work.
The huge range of data on their system makes it easy to find the companies, specifiers, project managers, etc., working on each project and gives you all the information you need to make contact with them.
And all this information is available to you, by county or for the whole of the UK.
2. Make contact with the key decision makers on the project
Armed with information about a specific project, which can be filtered by any stage of the planning process, you can introduce your business to the specification team.
And don’t worry if a particular project has already been specified. The same people will be working on other projects that are not as advanced, which is your chance to get on the tender list for those projects.
You can introduce yourself as a potential supplier, send more information about your business and start building your reputation with the specification team, from the client downwards if you wish.
Initial contact can be made by e-mail, but it is far more effective, to do this by telephone.
3. Systemised telephone calling and follow up
Yes, it may well be difficult to reach the right person immediately, which is why it is important that you make this a regular process. A person may be away from their desk, on site, or on holiday, so make a diary note to call-back and try again.
Making sure that this is done without fail is the secret to making your sales campaign a success. You will also find that, over time, you build a relationship with the specifier and that they start to contact you about projects they are working on.
4. Keep a simple spreadsheet of sales activity
When you download the project data from Glenigan it comes in the form of a spreadsheet, with projects filtered by type, size, value, location, etc., as you require.
You can then use this spreadsheet to keep a call record, adding new project information to it as you source more data.
Soon you will start to see a return on your efforts, sales and profitability, as you continue to target the type of work you want to do, where you want to do it!
5. What if this sounds all too much to do for a busy Subbie?
StreetwiseSubbie can help you to do all of this.
From sourcing the type of leads you want, to making the calls, record keeping and maintaining contact with live projects on your behalf.
Your dedicated sales consultant will be the ‘face’ of your business, introducing you as an expert Specialist Contractor and maintaining contact with the specifier, passing on tender requests to you as they are received.
We are doing this successfully for others, so it can work for you too!
You can also see a free, no obligation, live demonstration of how the Glenigan lead generation system works, allowing you to understand how it pinpoints the most suitable leads for you.
Once the Glenigan system is set up, StreetwiseSubbie will then extract the data you have identified and supply this to you on a weekly basis. Over time, this builds into a bank of valuable information for continued telephone calling and follow up.
Call Logs are provided after each session and call dates, conversations and required actions are clearly detailed. All you need to do is then pick up the tender information and quote accordingly.
6. Want to find out more?
This snapshot briefly outlines how effective this type of this type of managed lead generation service can be for you.
For a free, no obligation online demonstration, using live data, where you can see in real time the quality of leads you can access, just contact us directly on 01773 712116 or e-mail me at firstname.lastname@example.org We’ll then get in touch to set things up.
And all at a highly competitive price, with preferential rates for existing and new StreetwiseSubbie Gold or Platinum Buddies!
Thanks and best regards,
P.S. Please remember that we are here to provide solutions exclusively for Subcontractors. If you want the Secret Keys To Getting Paid Properly or have a payment problem, not sure what to do or just want a second opinion, then we are here for you. Please give us a call on 01773 712116, or email email@example.com today.