Contractors Secret Weapon Podcast

How do we get chosen over the competition? We must stop thinking about comparing apples to apples. We really need to set up our proposals so that our customer only has to choose between you, you and you. By giving our potential customers options, that’s how we get them to compare apples to oranges and pick you, you or you. Many of us come in to this sales process and we say we need to compare apples to apples. If you can't compare apples to apples and you know that you may lose, why not move the process and make the whole process into your favor? We want to compete on value not price and we've talked about this many, many times before you want to compete on value. Let's take it another step further let's say. We're going to offer more than one way to get the job done so we're going to give him multiple options on pricing. If you have one offer then the potential customer will have two choices, your competition or no. And you don't want to do that. How do I make my proposal more attractive? You want to give th