Need Based Bids (NBB)

Objective: NBB is a sales process that aims to convert new customers by finding work that is obvious and sending unsolicited bids to the owners of the properties. Common examples are larger projects such as exterior paint, dry rot repair etc.

Things you will need:

• Business Cards
• Your Uniform (HAT, SHIRT, FLEET)

1. Drive around high density neighborhoods of older homes that may be rental properties. Ideal targets are homes or smaller properties, not large apartments.
   • South Campus
   • Avenues
   • Near other properties we have worked on
2. Take Photos.
   1. If someone is home, you are welcome to introduce yourself and following the script below
      • Script: Hi, I noticed your XXX (siding, paint condition) looks serious. I'd recommend getting this looked at. Are you the owner, or is this owned by a landlord?
        • (TENANT) Do you mind if I take a few photos so I can show them what I am talking about? Do you happen to have the owner's information (phone, email)? THEN HAND CARD
        • (OWNER) Do you mind if I take a few photos so I can send you a bid? THEN HAND CARD
      • Take Photos, make sure to get the detail of the issue, many times this means closer up photos
        • Good Example of a Bid (NEEDED)
   2. If no one is home, use your zoom, or take photos as discretely as you can. DO NOT enter the backyard. Stay as close to the curb as you can. If you are approached use the someone is home script.
3. Take Notes in whatever format you prefer. They will be input into an estimate later.
4. Create & Send Estimate
   • Return to office or your van and look up the owner's mailing address. If you have the phone and email from Step 2, enter that in service fusion as well.
     • How to look up owner names and addresses
   • Create Customer in Service Fusion
     • If this is a property managed by IPM or Locale send to them instead, as the customer.
   • Create Estimate
     • Make sure to upload plenty of PHOTOS if you didn't create this in the field.
   • Review Estimate with your Supervisor and use every contact means you have
     • (Phone) Call the owner with this script
       • Hi Owner, I was doing some work near your property and noticed your XXX is in pretty bad shape. I went ahead put together an estimate for you with some photos. Can I send this to you via email? What is that address? I will also mail a hard copy, what is the best mailing address for you?
     • (Email) Email the estimate to the owner
       • Estimate NBB (Template in Service Fusion)
     • Print estimate (in color) and mail to the owner Address from Step 2 and to Post to Door
       • Include your card
       • (COVER LETTER NEEDED)
5. Schedule Follow Up
   • Mark your calendar to send to follow up:
     • (Phone) Call the owner with this script (SCRIPT NEEDED)
     • (Email) Email the estimate to the owner (SCRIPT NEEDED)
       • Include a link to the appropriate page from our website (paint page, flooring etc)
     • Print (in color) and mail to the owner Address from Step 2 and to Post to Door
       • Include this Follow Up Letter AND your card (LETTER NEEDED)
6. Add owner to our Marketing Mailing List/Database
   1. We don't have one yet.....