New Business

[Hobb]

9 months ago I set up my own landscape and building contractors. I enjoyed great success in the first few months and was growing very quickly. In 4 months I had secured a commercial contract and had many jobs on my books. However, the past 2 months I have had no new work. I constantly push large amounts of advertising into my local area and have had record numbers of hits on my web site. I am baffled as to why I am not getting work as I go on at least 10 estimates per week. What could be the reason for such a sharp loss of work?

[cassa333]

Have you testimonials up on your web site? Are you expencive for your areas? Have you made contact with the people you gave estimates for and asked them why you didn't get the contract?

[WELSHYORKIE]

Hobb, I work for a largesish construction company and we are experiencing similar situations. Clients are going for the cheapest quotes and not necessarily the best contractor. Our competitors are undercutting us considerably and we are pretty competitive normally. They are going in at a loss and then trtying to make up the shortfall by way of extras. Could it be that you are facing that kind of competition. Maybe 'sharpening the pencil' may be required.

[Hobb]

With regards to price, I don't think other contractors could undercut me. I have already gained a good reputation and clients have always said how reasonable my qoutes are.

I have not got any testimonials on my site but I do have pictures of work. If I ask why I didn’t get the contract would that not make me look desperate? I suppose I could send a generic letter to a handful of past estimates asking for any ways in which I could improve service.

Thank you both for the comments

[tamborine]

Who would compete with your quotes. Is there cheap foreign labour in your area ?

[Hobb]

Not that i know of. I guess it may just be one of those things that a new business goes through. Im going to do some digging so to speak!

[kinell]

you could try the inquisitive gentle sales close..

no point in waiting to find out you havent got the job and then asking why..

simply ask.....what do i have to do for you to win the contract?

if you get an answer then that is very nearly a commitment to buy..

if the answer is achievable and economical for you promise to guarantee the clients objectives.....and you are off and running..

if you dont get the job then at least you will know why and potentially be able to mould your marketing strategy around that.