– Carmichael and welcome to another edition of ask Evan in today’s video I’m
edition of ask Evan in today’s video I’m
edition of ask Evan in today’s video I’m going to answer questions from one of
going to answer questions from one of
going to answer questions from one of our readers Gideon who was trying to win
our readers Gideon who was trying to win
our readers Gideon who was trying to win a whole bunch of projects and when he’s
a whole bunch of projects and when he’s
a whole bunch of projects and when he’s bidding on them he’s often asked to cut
bidding on them he’s often asked to cut
bidding on them he’s often asked to cut this price and the problem is if he cuts
this price and the problem is if he cuts
this price and the problem is if he cuts his price he might win the project but
his price he might win the project but
his price he might win the project but his pup is gonna be really reduced so
his pup is gonna be really reduced so
his pup is gonna be really reduced so he’s asking for my advice and what to do
he’s asking for my advice and what to do
he’s asking for my advice and what to do so Gideon my advice for you first of all
so Gideon my advice for you first of all
so Gideon my advice for you first of all make sure that you are competitive you
make sure that you are competitive you
make sure that you are competitive you know if you’re coming in that twenty
know if you’re coming in that twenty
know if you’re coming in that twenty times more expensive than everybody else
times more expensive than everybody else
times more expensive than everybody else there’s gonna be hard for the customer
there’s gonna be hard for the customer
there’s gonna be hard for the customer to say yes so make sure there is some
to say yes so make sure there is some
to say yes so make sure there is some competition there the second thing
competition there the second thing
competition there the second thing though is I don’t encourage you to be
though is I don’t encourage you to be
though is I don’t encourage you to be the low cost provider it’s really hard
the low cost provider it’s really hard
the low cost provider it’s really hard to build the sustainable business on
to build the sustainable business on
to build the sustainable business on being the cheapest offer because
being the cheapest offer because
being the cheapest offer because somebody’s always gonna come in and try
somebody’s always gonna come in and try
somebody’s always gonna come in and try to undercut me instead what I’d
to undercut me instead what I’d
to undercut me instead what I’d encourage you to do is try to find other
encourage you to do is try to find other
encourage you to do is try to find other ways to add more value to the deal and
ways to add more value to the deal and
ways to add more value to the deal and so could be through better service or
so could be through better service or
so could be through better service or you’re adding different products or
you’re adding different products or
you’re adding different products or features or benefits that your
features or benefits that your
features or benefits that your competition can map so you need to find
competition can map so you need to find
competition can map so you need to find a competitive advantage besides price
a competitive advantage besides price
a competitive advantage besides price that can help differentiate you and make
that can help differentiate you and make
that can help differentiate you and make customers want to work with you because
customers want to work with you because
customers want to work with you because we’re that they’re going to pay a
we’re that they’re going to pay a
we’re that they’re going to pay a premium for so whenever I’m bidding on
premium for so whenever I’m bidding on
premium for so whenever I’m bidding on projects
projects
projects I’ll never the low cost provider and I’m
I’ll never the low cost provider and I’m
I’ll never the low cost provider and I’m always trying to add other services and
always trying to add other services and
always trying to add other services and benefits on top of it because they’re
benefits on top of it because they’re
benefits on top of it because they’re working with me instead of somebody else
working with me instead of somebody else
working with me instead of somebody else the last thing is if you are bidding on
the last thing is if you are bidding on
the last thing is if you are bidding on a project than they are they do ask to
a project than they are they do ask to
a project than they are they do ask to take money out never just take the money
take money out never just take the money
take money out never just take the money out always try to take something else
out always try to take something else
out always try to take something else out of the deal so they want to cut you
out of the deal so they want to cut you
out of the deal so they want to cut you know X number of dollars from the deal
know X number of dollars from the deal
know X number of dollars from the deal saying okay we can accommodate that but
saying okay we can accommodate that but
saying okay we can accommodate that but we have to take out these pieces of the
we have to take out these pieces of the
we have to take out these pieces of the deal so that way it doesn’t look like
deal so that way it doesn’t look like
deal so that way it doesn’t look like you’re really you know flexible on your
you’re really you know flexible on your
you’re really you know flexible on your pricing and then you do offer a lot of
pricing and then you do offer a lot of
pricing and then you do offer a lot of value and it’s helps with the
value and it’s helps with the
value and it’s helps with the negotiation so they may end up with a
negotiation so they may end up with a
negotiation so they may end up with a better deal and may cost him less but
better deal and may cost him less but
better deal and may cost him less but it’s also not costing you as much to put
it’s also not costing you as much to put
it’s also not costing you as much to put into the deal as well so try to work out
into the deal as well so try to work out
into the deal as well so try to work out the different components of the deal and
the different components of the deal and
the different components of the deal and anytime they’re asking to take money out
anytime they’re asking to take money out
anytime they’re asking to take money out always take something out
always take something out
always take something out on your end of the deal as well it’s not
on your end of the deal as well it’s not
on your end of the deal as well it’s not just cutting the price I hope that helps
just cutting the price I hope that helps
just cutting the price I hope that helps get in if you guys liked the video
get in if you guys liked the video
get in if you guys liked the video please give it a thumbs up I’d also love
please give it a thumbs up I’d also love
please give it a thumbs up I’d also love to hear your thoughts and feedback if
to hear your thoughts and feedback if
to hear your thoughts and feedback if you want to leave a comment below and
you want to leave a comment below and
you want to leave a comment below and stay tuned to the next episode
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