Do you adopt a screening process when people call you for quotes?

Following on from a discussion entitled “Do you chase up on quotations following their submission to potential clients/customers”I ask the question do you adopt a screening process when people call you for quotes?I suppose it depends more on the type of work / service you offer but I find that quite a few calls from potential clients can turn out to be a waste of time and hence money.I therefore adopt a screening process or information gathering to attempt to find out if the person contacting me fits the company profile.For example I ideally only want regular clients for a number of particular services.I ask where they are located (do I have existing clients in the area and hence could fit in with one of the existing rounds).What services do they require and how regular? (Can I do the work).Do they have a budget? (Can they afford me).What is the size of the grounds? (Potential for other services plus gives an indication as to the value of the job).Do they currently have a company service their requirements? (If yes why are they changing, if no why do they want to employ the services of a company).And finally how did they hear about us? (What method of advertising is working).The above questions aren’t cast in stone and of course it all depend upon how the conversation goes with the client and needs to be modified accordingly.But by gathering as much information over the phone I can then make a judgement call as if I would be able to service them. If they don’t fit the customer profile I can at least refer them to another company.This way before I actually quote for the job I know with whom I am dealing with and will be armed with a lot of helpful information and have a fairly good idea as to the value of the quote. If I didn’t I would be doing a lot of quotes for jobs that I wouldn’t want.

Yes we have to screen, aside from the gut reaction there are always a lot of questions that need to be asked. We are currently completely over hauling website and are going to do a 'are we right for you' type page. As such we can hopefully allow these potential clients to go through a process of eliminating themselves and also giving other companies who specialise in what they actually desire some exposure.

History of bad debts or bad reputation we do not even call back, it is best not to speak to them at all. Oh for the want of a bad client website - I know it can't be done for legal reasons but...

I did once go to a potential clients - on the large lawn it was still clearly evident that someone with a back pack sprayer had used roundup to write 'give me my money' . I walked away there and then.

Replies

PRO

Nick @ NM Garden Services Ltd December 5, 2009 at 12:57pm

I definitely screen my calls. This saves time going out for quotes when either I would be unable to complete the work (unsuitable project/contract for my business) or if indeed they are getting quotes based purely on price and no other factors are taken into account.

If I didn't screen then I would be driving around talking to people until I'm blue in the face and not getting anywhere!

Also, when screening it allows me to find a out a bit more about the customer which helps when quoting. I treat quotes almost like an employee treats a job interview and I like to appear as professional as possible.
Graeme @ BGS December 5, 2009 at 4:38pm

Pro Gard said:
Yes, always.

.... A history of bad experiences and bad debts.... For this type of person I will always suggest they try another firm as I am too busy regardless.

!!

That's nice Paul - Pass on the undesirables to the opposition LOL
Sustainable Land Management December 5, 2009 at 5:15pm

Yes we have to screen, aside from the gut reaction there are always a lot of questions that need to be asked. We are currently completely over hauling website and are going to do a 'are we right for you' type page. As such we can hopefully allow these potential clients to go through a process of eliminating themselves and also giving other companies who specialise in what they actually desire some exposure.

History of bad debts or bad reputation we do not even call back, it is best not to speak to them at all. Oh for the want of a bad client website - I know it can't be done for legal reasons but...

I did once go to a potential clients - on the large lawn it was still clearly evident that someone with a back pack sprayer had used roundup to write 'give me my money' . I walked away there and then.
Lawncare-4u.co.uk December 5, 2009 at 11:39pm

steven bowers said: i will be putting some rough price quides on my website for certain projects so they can see what they are dealing with price wise.

good idea - i will do this in january hourly rate £25 day rate £150 (shropshire)

spraying extra £5 for glyphos (and ticket) chainsawing £40 p/h

trailers £80 8ft and £160 if full 16ft...........
Lawncare-4u.co.uk December 7, 2009 at 8:07pm

15-20 miles from you. - i see u have done a lot of good jobs in stokeo :-) if u ever need a large trailer full of conifers/trees/hedging shifting after youve cut them down im your man !!

Steven bowers said:
wow you stay out of shropshire you are not welcome lol..! where you from?

Robin Ainsworth said:
steven bowers said: i will be putting some rough price quides on my website for certain projects so they can see what they are dealing with price wise.

good idea - i will do this in january hourly rate £25 day rate £150 (shropshire)

spraying extra £5 for glyphos (and ticket) chainsawing £40 p/h

trailers £80 8ft and £160 if full 16ft...........