As a business coach assisting business owners and their teams to get a higher or improved conversion rate is critical to achieving a greater return on investment and therefore profit from your sales team resource. The challenge with most businesses and their team is that they have a poor way of expressing the clear facts in the quote or proposal and they suffer from ‘Follow up call reluctance’ which is purely explained in the following way> I’m going to get my quota of quotes out and then I’m going to hide under a rock and not follow up the prospect because they might say ‘Boo’… and I say > ‘Boo-Hoo’… get on with it gang!
So…
Re-Write Quotes, Tenders & Proposals Into Action Plans …
Instead of just writing a standard quote (you get X for $Y – take it or leave it), why not write the prospect a letter. Include the price near the top, and then explain everything that makes you different. There’s more to their decision than price, so make your letter or Plan of Action, reflect that. End with ‘I’ll call in the next few days to discuss further’…. beat the Follow up call reluctance > you know you can…!
This is important if your product or service is more expensive than your opposition’s. Explain to your prospect, how much better off they’ll be if they chose you. Even if you’re less expensive than your opposition, don’t rely on price alone to win you the job. Some people may view the cheapest as not being good enough. Use your quotes, tenders and proposals to sell to your clients and you’ll dramatically increase your conversion rate.
Are you or your team suffering from ‘Follow up call’ reluctance?
My name is Stefan Kazakis and I’m the guy to call when you need to think BIG (ger)
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February 3rd, 2012 10:22 am
I know someone looking for a job who works on a similar principle to your first para. They send one letter and wait till they hear from that company before sending any others. And they just won’t follow up so often they’re lefting waiting for a long time before realising they didn’t get that job either. Follow up is so important in many aspects of work life.
February 3rd, 2012 1:26 pm
Hey Glenn, I believe in you and what you stand for… There is no doubting your destination. Everyone needs someone that believes in them! Most importantly self belief is the most steepest mountain to climb for most people… Hence the dream takers outnumber the dream makers 1000 to 1. Live Long Life!
February 3rd, 2012 3:01 pm
Hey Kathie, Follow Up call reluctance is costing many individuals and their teams/businesses millions in opportunities every day…
The amazing thing about this is that the hardest part of the process is done, by that I mean you have actually put up your hand and said ‘ I can do this’ but let yourself down by not following up…
February 9th, 2012 2:51 pm
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