Tired of sending radon mitigation proposals only to never hear from the homeowner again?
I've written hundreds of proposals. I get it -- it feels repetitive and tiring. But, every substantial project requires it.
I even remade my proposal template thinking, "This next version will close more customers."
Each iteration, I learned more and more about what my customers actually wanted. They wanted to understand what I would suggest doing to solve their issue, the steps I would go through to solve their issue, and how much I would charge. A "proposal" was merely a document and, alone, does a poor job of doing the selling.
If you simply send a proposal, you'll find that:
- Your proposal will be compared to two or three other mitigation contractors' proposals. After all, a stack of paper is a stack of paper.
- Whoever has the lowest price will usually win.
- You'll be left with the lost time that you took to drive to the property and create the proposal.
And, if you win the proposal, you'll be completing the project on very tight margins. You were the cheapest bid!
But what if I told you there was a better way... beyond a new radon mitigation proposal template?
If you go through the prior contracts that you won, ask yourself these questions:
- How much time did I spend with the homeowner?
- Did I walk the customer through the game plan?
- How many interactions did I have with the homeowner?
- How much did I charge for the project?
Now, based on those answers, let's cover what doesn't matter in your radon mitigation proposal:
- Price
- Number of pages
- Warranty
- How quickly did you send the proposal
Here's what actually matters:
- How long do you spend with the homeowner?
- Did you walk the customer through the project... or just email them a PDF?
- How many interactions did you have with the customers?
The Secret Sauce
YOU Sell The Proposals, Not Your Proposal PDF!
Your radon mitigation proposal is a summary of what you're going to do based on the conversations you've had with the homeowner. At the end of the day, you do the initial inspection, you answer the questions, and you should also be the one closing the job!
The proposal isn't going to sell the project for you. No matter how fancy, insightful or how quickly it was sent.
Next Steps...
Download the template as a starting point. But, you should be walking the customer through the job. Step them through each step of the proposal. But NEVER just send them the proposal alone. Use this as a summary of your conversion.
