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Estimates and Proposals
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Estimates and Proposals
"Just give me a ball park figure, I won't hold you to it" - Every Client
Estimating is something we all struggle with no matter how long we have been in business. It is time consuming, dreaded by almost everyone and is probably the least enjoyable task we perform. With that said, a properly written and calculated estimate is the difference between making money and losing money. As a member of FromDesign2Build.com, you will learn:
- That estimates and proposals are not the same thing
- The essential legalese that will protect you and your business
- How three little words can cut your estimating time in half
- How a proposal template can literally save your business
- How to write accurate yet "flexible" proposals that protect you
- How to stop giving your clients a shopping list for your competitors
- About "Site Visit Proposals" -- write it, sign it, sell it.
Proposal writing is as much an art as it is a science. A well written proposal can "seal the deal", while a poorly written one can "kill the sale". Learn how to create your own standardized proposals, with approved boiler plate text and out clauses, that will speed up your turn around time, increase your accuracy and quite possibly make this something you look forward to doing (ok that last part is a stretch).
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First Sell. Then Upsell!
Jody Shilan, Editor
In last weeks Trade Secret, "The Art of the Apology", I realized that many people may not be familiar with the term "up-selling", let alone, how to do it properly. . . . keep reading
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Will that be Cherry, Maple or Oak?
Jody Shilan, Editor
Believe it or not, I'm actually not talking about landscaping, but rather kitchen cabinets. Now wait a minute Jody, I put down good money each month to learn about landscape design/build not kitchens and baths. What's the . . . keep reading
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Let it Snow, Let it Snow, Let it Snow
Jody Shilan, Editor
Right now I am stuck at the airport in Cleveland, Ohio because Newark airport is getting snowed in. Yes, that's right. We are having out first ever "White Halloween". It's not quite the same excitement as having a white Christmas, but if you're like one of . . . keep reading
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Hey, You're Late -- The Job is Yours!
Jody Shilan, Editor
I think too much pressure is placed on sales people to be on time for their appointments. After all, they have to drive from one unknown location to the next, meeting after meeting, never really knowing which leads are going to turn into sales and which are a . . . keep reading
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How to Make the Perfect Kitchen Table Presentation
Jody Shilan, Editor
One of the most difficult things to do in life is speak in public. Studies have shown that people are actually more afraid of public speaking then they are of death. That's right -- death! It doesn't matter if you are talking to a small group or speaking to a . . . keep reading
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Knock His Block Off and You Win
Jody Shilan, Editor
Most landscape contractors have a mix of residential maintenance and design/build work, as well as commercial maintenance and bid work. Now before you go any further, look at what I just wrote: "A mix of residential maintenance and design/build work, . . . keep reading
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Why You Should Never Do a Drive-By
Jody Shian, Editor
No, I'm not talking about a drive-by shooting, I'm talking about that urge that we all have to drive by a new customer's house that looks like it is a total mess and is going to be a complete waste of our precious time. You know the type. Paint peeling, . . . keep reading
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Free Plans Cost You Plenty
Jody Shilan, Editor
Q: Many companies in my area, both large and small, do "free drawings" to try to get installation work. We have always charged for our landscape plans but oftentimes lose work because of this. What can we do? - Rob Whenton -- Landscapes Unlimited . . . keep reading
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She Loves Me, She Loves Me Not
Jody Shilan, Editor
One question that contractors often ask me is, "Should I follow up with a client after I've given them a proposal? If so, how long should I wait? If I call too soon I might look needy. If I wait too long, someone else may get the contract." . . . keep reading
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Do your clients think you're an "Indian Giver"?
Jody Shilan, Editor
Although I am sure that this term is politically incorrect in 2011 and somehow I don't think writing "Native American" Indian Giver will lessen the offensiveness of it. For better or worse, I have chosen this to be the title of this weeks "Trade Secret" and . . . keep reading
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But Sir, It's The Best That Money Can Buy
Jody Shilan, Editor
I am sure all of you have heard this expression before and most of you have probably used it once or twice when trying to make a sale. My question to all of you, and the subject of today's Trade Secret is, "what if you don't want the best that money can buy?" . . . keep reading
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