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Exeter, Devon | info.southwest@sandler.com

…Don’t do it. I am often asked to help people write better quotes. These people typically tell me that   they are getting a good number of leads and follow-up appointments but, at the end of each sales meeting, they are often asked to send a quote.

So, they spend several hours preparing their quote, send it off, and sit back and wait, and wait, and wait, and then chase, and then wait. They then come to the conclusion that their quote was not prepared well enough and hence ask me to help them write a better more detailed one.

When I ask them how many they close, they tell me it varies, but usually between one in four and one in ten. They are spending a significant number of hours on an activity that typically leads to no results – i.e. wasted time.

Of course, we have to write quotes and we have to have confirmation of what we have agreed. However, isn’t it more sensible to spend more time in the early stages of the relationship qualifying your prospect before putting pen to paper, or brain to keyboard?

When you are asked to prepare a quote, here are a few tips:

  • Reply with words such as, “Yes I would be delighted to, but let’s suppose you like our quote, what would happen next?” Their reaction to this question, both in words and body language, can be very telling.
  • Use third party stories to test the price and delivery options, along the lines of “When we carried out a project similar to this one and on the same scale, the price was in the region of X and the time frame was X.”  Make sure you have discussed the price, and that the potential customer is comfortable with it.
  • Consider whether you are talking to all the decision makers involved. If not, should you do so before preparing your quote?
  • If putting together a quote and proposal is particularly time consuming, don’t be fearful of charging for the work on a refundable basis if the project goes ahead.

If you’ve done all of the above and you still need help, call the office on 01395 203050 to discuss.

 

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