Sending quotes by email
How many times does a prospect (or customer) email you for a quote? You want to be diligent and responsive, so you “shoot back” the quote to your customer. It’s one less thing off your plate – on to the next opportunity. Good for being so efficient.
But hold on! Efficiency can create stalls and drive down your close ratio. That’s why you need to know how to slow down in order to speed up the sales process. Otherwise, as soon as you press the send button, you’ve lost control. They got the information they need.
Customers shop on price
At this stage, they are probably shopping on price. Heck, even shopping you around. Being the great salesperson you are, you make numerous attempts to follow up on the quote but they’ve gone “radio silent” on you.
That’s why you can’t let the email do the selling for you. Next time someone emails you a request for a quote, pick up the phone or get a call scheduled so you can ask these killer questions:
- Tell me what’s going on?
- What’s prompting the interest?
- This is what I hope to accomplish.
Live sales conversations
The information you’ll get in a live conversation will give you the ammunition you need before you put together a quote. Bottom line is this: not only will you close more quotes, but you’ll manage your time more wisely on what opportunities to chase after.
Go now and pick up the phone.