Jobs Bid vs Jobs Won

climbingmonkey24

climbingmonkey24

Carpal tunnel level member
Location
United States
I’ve been curious about this lately. Through research I’ve read different things like if you are winning the majority of the jobs you’re bidding you’re either bidding too low or not looking at enough work, etc.

I was just wondering what other people thought about this. Like for the sake of discussion what do you think a good percentage is for the amount of jobs won vs the total amount of jobs you bid or do you not pay too much attention those numbers?
 
I'm over 80%. I know a sales trainer would say that means I am bidding too low. However, I am pretty happy with per hour rates, and I really like not running around bidding jobs all day to only get 40% of the work. I think a lot of that # has to do with the fact there aren't many other options for a Certified Arborist in my immediate market and most people calling are either looking for that or are calling off of a referral so all I have to do is be "not crazy high" with the price and the job is mine.

If you have lots of advertising that is generating lots of "blind calls", then I'd certainly expect a lower rate as you will get more "tire kickers" and people who are just shopping for price and they are comparing to other prices...
 
The source of your leads should make a big difference in your lead conversion rate. Referrals from customers should have a much higher rate than organic leads. A general rule of thumb in the world of sales says you should win about one-third of the bids you put out. That rule applies only to organic (blind) leads. You should win far more of the referral and repeat customer leads you get.
 
Hard to compete around here many "companies " doing the work for half of the price guys with a chainsaw, pick up truck and not carrying the proper insurance.
Unfortunately ignorant customers don't care as long they can save few bucks.
Referral is the best advertising but nowadays customers loyalty also hard to keep, have some of my customers calling me and say : I like your work and how professional you are but I got this company with a lower price If you can beat it would be great because I really want you guys to do the job.
 
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Half the work at good money versus all the work at shit money. I am about 1/3. I am in a very competitive market. Odd dynamic, last year i noticed my % of getting jobs went down but my profit went up. I am also on 95% of my jobsites and people appreciate that. I have 3 employees and i pay close attention to time management.
 
owScott said:
Half the work at good money versus all the work at shit money. I am about 1/3. I am in a very competitive market. Odd dynamic, last year i noticed my % of getting jobs went down but my profit went up. I am also on 95% of my jobsites and people appreciate that. I have 3 employees and i pay close attention to time management.
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Any words of wisdom for business in an arb-saturated locale?
 
A lot of people are going through these “services” to find contractors too I think. They see a commercial on TV for it, etc. Idk maybe things are different in your guys’ area.
 
Serf Life said:
Any words of wisdom for business in an arb-saturated locale?
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I try and talk to as many other arborist as i can to get a feel for where the market is as far as pricing. I look at other companies websites to get a feel for the competition. Generally network myself in a friendly way and make myself available for consultation. I try and get out to each customer for a proposal as quickly as possible and get a written proposal in their hand immediately versus email, just my preference. I focus during the meeting on listening even if i know what they are going to say or what they need. Most important is i try to not sell, i try and give honest advice and opinion, also I dont say negative things about the competition even if they are total hacks. I keep my bidding process professional and not too chatty which is hard for me because i like to talk. Also do the obvious simple things. Look presentable, wash my truck, people are making decisions about you the second you pull up. I write down ever thing to be done and use proper terms and go over the proposal with the customer to be sure there is no confusion. IMO your 1st interaction from phone call to meeting is where its won or lost. People i believe dont hire mostly on cost and those who do arent really my target customer. Finally i dont use gimmicks or discount tactics. If i see work at another house i make a note and i have a nice mailer i mail asking if they would like a proposal.
 
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Referrals and good lettering in your truck with the website info will keep you going.
Advertising services will helps to be in the market options.
And try to be every where with your company shirt logo, I pick up customers in the grocery store , hardware store. Last year I when to the carrear day in my kid school and talked about tree work I give away pens with my logo along with gifts certificates with $50 off it worked great for me got calls from parents and teachers to keep me busy for couple weeks.
 
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