How to Get Jobs When You Don’t Offer the Lowest Prices

Quality equipment and service aren’t cheap. In some cases, if you’re not offering the lowest prices in your area, budget-focused customers may overlook your bid. Yet, quoting at or below cost isn’t sustainable, as every portable restroom service bid should include fixed expenses, indirect costs, and profit markup. Along with underbids from competitors, clients may question your pricing.

The solution is to build your brand, show your value, and focus on how your portable restroom services benefit the customer. You may not win every job, but with the right approach, you’ll find clients willing to pay a bit more for a hassle-free experience and high-quality service.

Build Your Portable Restroom Brand

Creating and maintaining a brand pays off when prospective clients choose your company, even when you don’t offer the lowest prices. They may recognize your logo or receive a word-of-mouth recommendation. Brand strength adds to your credibility, trustworthiness, and reliability. Your distinct qualities and mission statement differentiate your portable restroom business from competitors.

Consider your core values and look for ways to convey them before, during, and after the bidding process. For example, testimonials are an excellent tactic for winning bids. In addition, social media marketing increases brand awareness while showcasing customer benefits and how your company solves problems.

Highlight the Key Benefits of Renting from Your Company

Prospects want to know the advantages of renting from your portable restroom company. These factors should demonstrate that you value their time (responsive communication) and care about their reputation (only the best equipment and service). Remember to address any benefits to end users, resulting in higher satisfaction, such as convenient service times that don’t impact worker usage or 24/7/365 availability for emergencies.

Explain value by:

• Emphasizing your quality standards and process for maintaining them
• Including main benefits in your sales and marketing materials
• Sharing a story of a rental gone wrong from an unnamed competitor
• Mentioning unique or less common products, units, or services
• Noting how office and field staff maintain professionalism

Personalize Your Approach

Understanding your potential customer is critical to effective bidding. A contractor looking for job site restrooms has different concerns and priorities than a high-end event planner. Start with some light research to learn about your prospect’s past rental experiences, company values, and potential pain points. Also, look at their personal interests. For instance, social media posts can expose their perspective on community involvement or fair wages.

Suppose you notice a prospect shares positive social content about minimum wage increases. Make a point to mention an employee that’s raised a family while working for your business for decades. Likewise, if a potential customer is active in the community, reference the team or local events your company sponsors. Take special care to show them how your values align with their individual or corporate mission.

Position Your Bid to Win

Although the bidding process can be tedious, your system for winning over clients can set your portable restroom business apart from competitors. Instead of defending your prices, you can showcase satisfied customers, your adherence to high-quality standards, and the reliability that makes your services the best in the industry.

Looking to Take Your Portable Restroom Business to the NEXT LEVEL? Download our FREE Guide: “Your Guide to Operating A Portable Restroom Business.”

Thinking About GETTING INTO the Portable Restroom Industry? Download our FREE Guide: “Your Guide to Starting A Portable Restroom Business.”