The  best way to get jobs is do quality work and charge fairly. But what  happens when The Other Guy ALSO does quality work and charges fairly?  Coming up with the best bid can give you the edge over your competition.  And by “bid,” I don’t just mean your quoted price. Your bid includes the total package: it’s the way you present your offer to your customer.  Whether in writing or in conversation, you should address your  customer’s concerns and gain their trust. Keeping the following points  in mind will help you write a winning bid.

Find Their Problem and Offer Your Solution
The  goal of most residential projects is to fix some kind of problem or meet some kind of need. It may be an obvious problem, like a leaking roof or damaged siding, or it may be a more general “need”: a family needs a nursery for their new baby, empty-nesters want to turn the playroom into a home theater, owners want to improve resale value by  updating their kitchen, etc. In all of these cases, the customer wants something. So when you present your bid, you need to address those needs. Don’t just talk about cost and materials; reassure them they’ll  have a dry living room and explain how a drop ceiling will enhance their  surround sound. This shows your customers you listened to them, but  it’s also a good sales technique. Envisioning their problems solved and  their needs met makes customers more likely to agree to your proposal.

Mention Additional Benefits
A  good bid addresses the problem. A great bid fixes the problem and then some. Tell your customers about added benefits they may not have considered. For example, not only will new windows improve insulation, the owners will be eligible for a green-energy tax credit. Yes, the new  kitchen will improve resale value, but it will also make entertaining more fun. By telling customers about additional benefits, you give the  impression that you provide good value for their money.

Ask and Answer Possible Objections
It’s  a big deal to put down hundreds or thousands of dollars for anything,  so it’s only natural for customers to worry a little bit. What if the neighbors complain about noise? What if the layout is wrong? What if the  project drags on for months? Sometimes customers will directly ask you these questions, but it’s better to anticipate them. Let your customers  know you will keep early morning noise to a minimum. Let them know supplies will be easy to get, so delays won’t be an issue. One word of caution: you need to be subtle about this process. Every proposal and  every customer will have different sticking points. If you notice them  hesitating over a particular point, address that issue immediately. But DON’T give them extra things to worry about: “You won’t have to worry about neighbors complaining or messes in your house or losing your privacy because I am VERY professional.” This is not a good way to  inspire confidence.

Showcase Your Talent
To  standout from your competitors, always mention your resume. Let customers know you have experience with this sort of job: you’ve built several decks like this, updated lots of bathrooms, and built additions for people all over the neighborhood. If you can, put together a visual portfolio of your best work. (Ask previous customers if you may include  images of their home for this purpose). Remember the saying “a picture’s  worth a thousand words.” You can talk about your experience all you want, but visual evidence is much more convincing. Along the same lines, you should always include a graphic mock-up of the project with your  bid. It’s one thing to say, “We’ll put two windows on the south wall,” but it’s another to show your customer what those two windows might look  like.

Be Honest
It’s  simple: honesty attracts businesses, dishonesty loses business. Customers want to know what they’re getting, how much it will cost, and when it will be done. Changing terms or fudging the numbers are fast ways to lose customer loyalty. Some contractors try to win bids by low-balling estimates or promising unrealistic timelines. But when costs increase and the project drags on that contractor starts to lose the  goodwill of their customer. Trust me, losing your reputation will cost you more than losing any one job. Happy customers recommend you to their friends. Unhappy customers complain to anyone who will listen.

When customers select a bid, they don’t just pick the lowest number. They also consider if a contractor seemed reliable, experienced and trustworthy. Including the above points in your bidding process will  help you portray yourself as all these things.