I’ve met many business owners and sales staff that respond to tenders over my career. I’ve found that they generally fit into two groups.
The first group is that they have responded to tenders and won their fare share.
They all have something in common. They all talk about:
- Developing relationships with their prospects before a tender is sent out to the market.
- Understanding what their prospects business is wanting to achieve.
- Understanding the requirements of the business
- Being one with their clients
The second group is that they have responded to tenders and lost most.
They also have something in common:
They all talk about:
- How the lowest price always wins and the prospect only ever looks at page…. for the price
- There is no profit in tendering for work
- Having to drop their pants to win any work
- The prospect just wants to get everything for free
- Are Tenders awarded on Price
Can you see the differences in what each group think and talk about? Have a think about which group you fall into most of the time. Are you Group one or Group two? What message are you showing your prospects?
Now I’m sure no one reading this will fall into the second group – but you may know someone who does.
Face it – lets say your going shopping for that new widget. The one thats on the TV everyday that you have said “I really need this because…..”
How much would you pay for it?
It it worth buying it today or tomorrow or next year.
Whats In It For Me?
Only you can answer that!.
The question you are really asking is
“Whats In It For Me”.
Is this product or service going to make my life better in any way!
Whilst some tenders are awarded on price – most are awarded on what value you have demonstrated to the prospect your product or service is worth.
Now this value is in the eyes of the prospect – the Whats In It For Me question.
Have you read your tender responses lately?
Are you answering the questions so your prospect understands the value of your product or service?
Are you hitting the number one question in the prospects mind
– “Whats In It For Me”?
Win Win Tendering