Please Quit Using the Word 'Bid'
Bid. I hear this word all the time. You know, as in "we are bidding on this." "Our bid looks good." "They are letting us bid on this." Yes, I know what the word means, as it is defined in the dictionary. I am not saying you are grammatically incorrect in using it. However, every time I hear it, I cringe.
For me, the word bid conjures up images of eBay, which is an online auction. You can place your "bid" on eBay, right? Low price wins. That is great. However, it does not work for a custom manufacturing business. I tell my clients that they should never be “bidding” on print and related services. As I have mentioned in recent weeks, you bring so much more (or should) value to the table beyond your bid.
Our word choice plays a large role in how others define us and also in how we define ourselves. In my opinion, you are short changing yourself by saying you will bid on something. There is another way to accomplish the same thing without compromising value. Thus, try inserting the words or phrases like this. "We will quote on this." "We will run some numbers on this." "We will look at this to put together some pricing options for you." "We will take a look at this project and see if we can make this a fit."
Again, it is all about Perception and Reality, which would make for a great blog name. If the buyer sees no more value from you beyond price, then I hope you can sell it low. Low as you can go. In contrast, if the buyer views you a solutions oriented partner, they will fight for you, give you feedback and likely pay more for what you offer. Why? The way you present your brand and differentiate yourself.
Ryan T. Sauers has spent nearly 30 years running, leading or consulting with printing, graphics, promotional and visual communications-related organizations. Sauers is CEO of two companies, Sauers Consulting Strategies LLC and End Resultz Inc. that among other things, owns magazines and is a media firm. Key areas of focus of the firms include sales training, marketing strategy, personal branding, leadership development and organizational change.
Sauers is a frequent national speaker and columnist. He has been recognized as one of the top 80 CMOs globally and achieved the top designation of Certified Marketing Executive through Sales and Marketing Executives International.
Sauers is an adjunct university professor teaching leadership and communication courses to current and aspiring leaders. He is a Certified Myers Briggs, DiSC and Emotional Intelligence Practitioner (one of few in the U.S. to achieve all three rigorous certifications related to human communications, personality and behavior).
Sauers has completed his doctoral-level coursework in Organizational Leadership and is now (ABD - All But Dissertation) working on his dissertation on why some entrepreneurs and small businesses achieve initial and long-term success, whereas countless others do not.
Sauers is the host of the Marketing Matters radio show in Atlanta that later becomes a global podcast. He also is the host of the Community Connections TV show that comes out in video and podcast form. Sauers is the author of the best-selling books, Everyone is in Sales, and Would You Buy from You? More info at RyanSauers.com or call (678) 825-2049 or email Ryan@RyanSauers.com