How Asking for a Quote Can Reduce Profits for Printing Companies
I made a big mistake in my last PI World blog
Two weeks ago I wrote a piece on why social media is all about engagement. After I wrote it, I realized that I had missed an important point.
I stand by everything I wrote. However, I did miss out an important issue. I only wrote about the online world. I had neglected to think about face-to-face or phone sales. That was an error.
What I had written was just as applicable to off-line selling
I have often felt that salespeople are on a game of numbers. Many people have said to me that if you throw enough mud, some of it will stick. Equally, if you phone enough prospects, some of them will buy. However, if someone is going to buy they will need a quote.
Therefore, many salespeople rush through the phone call. Their main aim is to get me to give them a quote as quickly as possible. As soon as they give me a quote I am in a position to make a buying decision. More quotes mean more chances of a sale.
But if salespeople move so quickly, they are making a big mistake.
If you ask me for a quote too quickly, I am not yet engaged with your company
That leads to three issues. Firstly, if I’m not engaged with your company my buying decision will be based solely on price. The only reason why I would consider you as a supplier is if you come in cheaper than the competition.
Secondly, if I have chosen on price I will have no loyalty towards you. If I move work to you because you are cheaper then there is little chance of a long-term relationship. That’s because I’ll be off to another supplier if they undercut you.