I work with a lot of advertising agencies that are looking for proposals for their clients. Usually all they want is an email and then they plug in the numbers and away we go!
Other times we don't go anywhere. Here are some tips from SalesDog.com on how to follow up:
Getting Past the Emailed Quote
by Joe Guertin
"My customers are busy and can't take time to meet face-to-face. They want prices e-mailed. But then nothing happens. What can I do?"
This is a chronic problem. Busy buyers just want quotes, and then make their decisions on their own criteria.
I don't like e-mailed quotes. Unless it's going to a current customer with whom you have an on-going relationship, e-mailed quotes take the selling out of sales. But, in those cases where you absolutely have no choice, add these two steps and you'll see a better closing ratio.
1. Call Ahead. "I'm about to send that quote and just wanted to confirm one thing." Ask a question about one of the specifications or their timetable. Thank them again for the opportunity. Tell them you'll "follow up shortly," and let 'er rip.
2. Follow Up. Did they say it'll take a week or two to get an answer? Did they say they'd let you know? Did I say stop there? Especially if this is a new customer, follow up! The key is to have a specific reason for following up. You don't want to sound like a lap dog who says, "didja getit...didja getit...didja getit?" (Of course, they got it.)
Instead, make a strategic call that includes these elements:
"I know it'll be a week before you make a decision" (set aside that debate) "but I just wanted to make sure we've got everything covered." This could elicit responses from "I haven't looked yet" to "looks good."
Now, reconfirm their next step and thank them for the opportunity. Be sure to fire out a brief thank you letter, too.
Remember, personal visits should be proportionate to dollar amounts. Larger, more detailed quotations have "I need face time" written all over them!!
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