To win a tender for supplies, you need to be fully prepared by the time it is held. Namely, to prepare in advance presentation materials, finding out the real needs of customers. And try to adapt your product according to their requirements.
Instructions
Step 1
If there is a serious tender, start collecting information about buyers in advance, at least two to three months in advance. You will need this time to collect a base of potential customers and study their needs, figuring out which product they will be most interested in.
Step 2
Try to establish a friendly relationship with the buying companies. Call the leaders making the tender decision. Tell me honestly that you are interested in attracting new customers and are ready to discuss possible terms of cooperation in advance.
Step 3
Make an appointment. Be sure to bring some product samples with you. Ask the customer to comment on which of the offered goods might be of interest to him and what price he is willing to pay for it. Conduct a constructive dialogue, be sure to study all the subtleties of the product. The interlocutor should see you as a professional who is confident in the quality of what is being offered.
Step 4
Conduct competitor analysis and find out prices for similar products. If the cost of the product is too high, it will not be possible to win the tender. When meeting with a customer company, promise exclusive terms of cooperation that provide for a significant cost reduction in case of large volumes of purchases.
Step 5
When the tender is announced, send a pre-prepared presentation of the product, adapted according to the wishes of the customer. After sending, call the person in charge, make sure of receipt and make an appointment. On it you can discuss the terms of further cooperation in the event that your company wins the tender.
Step 6
Try to win over the customer. Find general non-work topics. It can be any hobby - skiing, dog breeding, watch collection. In the office of your interlocutor, there is definitely something that indicates his hobby. The interest shown specifically in the personality of a person, and not only in the money order, will certainly be appreciated and will give you an additional advantage over your competitors.
