How to win a supply tender

To win a tender for deliveries, by the time of its holding you need to be fully equipped. Namely, in advance to prepare presentation materials, figuring out the real needs of customers. And try to adapt your product in accordance with their requirements.

Instruction manual

1

If a serious tender is ahead, start collecting customer information in advance, at least two to three months in advance. You will need this time to gather a database of potential customers and study their needs, finding out in which particular product they will be most interested.

2

Try to establish a friendly contact with companies - buyers. Call the executives deciding on the tender. Tell me honestly that you are interested in attracting new customers and are ready to discuss possible conditions for cooperation in advance.

3

Make an appointment. Be sure to bring 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 in you a professional who is confident in the quality of the proposal.

4

Carry out an analysis of competitors and find out prices for similar products. If the cost of goods is too high, the tender cannot be won. When meeting with the customer company, promise exclusive terms of cooperation, providing for a significant reduction in cost with large volumes of purchases.

5

When the tender is announced, send a pre-prepared presentation of the product, adapted 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 conditions for further cooperation in the event that your company wins the tender.

6

Try to win over the customer. Find common non-work topics. It can be any hobby - downhill skiing, dog breeding, watch collection. There is always something in your interlocutor’s office indicating his passion. The interest shown specifically to the person’s personality, and not just to the money order, will be appreciated, and will give you an additional advantage over competitors.