elevating your estimate
DESCRIPTION
Every estimate is an opportunity for you to shine. You’ve heard the phrase that sales is a numbers game—well, we think it’s much more than that. Sales is serious business. When a customer asks you for an estimate, put your best foot forward, showcase your professionalism and you will win more business. Here are some simple ideas for differentiating yourself and your company during the estimating process.Brought to you by Mohawk MakeReady, this presentation can be used by your printing business for internal training initiatives or customer presentations.TRANSCRIPT
November 2011 | Elevating Your Estimate
Tips for standing-out from the crowd
November 2011
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November 2011 | Elevating Your Estimate
Differentiate Yourself:Turn every estimate into an opportunity.
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November 2011 | Elevating Your Estimate
The Written Quotation:
Your written quotation or estimate is
the “bid” for the project. We all know
not all projects are created equal. In
some cases, we know we will not
“win” the project based on historical
data. And sometimes you just don’t
really want the project. But in the
case of a project that you really want
to win, try these simple techniques.
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November 2011 | Elevating Your Estimate
More than just an EMAIL
Have you told your story completely
in an email? Does an email do the
project justice?
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November 2011 | Elevating Your Estimate
Have you positioned yourself to be awarded this
project? The estimate checklist:
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November 2011 | Elevating Your Estimate
Calculate everything:Can you bring additional value to the job?
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November 2011 | Elevating Your Estimate
Make a paper dummy
Order a dummy, it is an easy way to
show that you know the project.
Weigh it, measure it, and if the piece
needs to mail – go to the US Postal
Service Business Center and make
sure it meets postal standards.
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Written Schedule
If you want the work, sometimes your
schedule must be more aggressive
than your competition. At times,
speed of the project is much more
important than the price.
November 2011 | Elevating Your Estimate
Even if they don’t ask, show them
Mohawk’s environmental calculator is a great
way to demonstrate tangible sustainability
savings. You can download it by clicking:
Mohawk Environmental Calculator
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November 2011 | Elevating Your Estimate
Your cover letter
Buyers are looking for four things: Price, Schedule, Quality and Service. Offer as many of the four as possible, (although we all know that price and schedule usually inversely effect each other).
Tell the buyer why you should be awarded the project. Be clear, concise, and to the point.
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November 2011 | Elevating Your Estimate
Use Color:It can be a incredibly simple and powerful tool
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November 2011 | Elevating Your Estimate
Present the estimate in person whenever possibleSell the value YOU bring to the project.
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Are you easy to work with?Both convenience and friendliness go far
November 2011 | Elevating Your Estimate
Mohawk MakeReady provides practical tools
and actionable information for digital
printers like you.
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We can help…
Visit: www.MohawkMakeReady.com to browse content, request a meeting, or join the community.