4 Questions to Ask Before Pricing that Next Job

For example, a printer called us recently to team up on a project. It received a RFP to conduct a customer survey and wanted some advice. The customer stated upfront the RFP was going out to three printers and they had a good idea of what they wanted, but were willing to review the RFP and overall project over the phone. The printer was able to help the customer save money and increase the likelihood of a successful outcome. It was awarded the project and the buyer appreciated the 30-minute conversation prior to receiving the proposal and pricing.

Question 3: “Please explain what you expect for results?”

Don’t be surprised to hear a vague answer, or assume the print buyer knows how to measure success. Ask about return rates, desired action by recipients, closure rates, revenue generation goals, etc. Offer suggestions to measure outcomes or milestones. Ask for the call to action and how you can help drive this. Help the customer calculate the return on investment. Share what you have experienced on similar projects, educate and help them set more realistic expectations. Even printing of a product user manual should be looked at for possible ways to build in marketing, cross-selling and up-selling opportunities. Help customers internalize their expectations while setting you apart from the competition.

Question 4: “Would you mind if we offer a few approaches beyond the stated RFP requirements?

You are hoping they’ll answer, “Yes.” and most will. All buyers love options, and most will be open to free advice. Give customers and prospects good, better and best choices, and offer different options. Some buyers may be cost conscious and welcome the opportunity to do more of the work, while others want no hassles and desire you to do all the work.