How to Win More Bids
Ever wonder why you lose so many quotes? Okay, sure, price is a factor and you don’t have the lowest one. But that’s not the only reason. There is another and it’s a big one: It’s in the follow-up.
But wait, I’m not going to insult your intelligence with a Capt. Obvious sales tip that says something like, “You need to follow up on your quotes.” I’m talking about something else. Bear with me.
There are 5 questions to ask when delivering every quote:
1. “When will the decision be made?”
2. “Who will make the decision?”
3. “When do you want to hear from me?”
4. “How best to reach you?”
And the single most important question
5. “What if I can’t reach you? What should I do?”
Here’s what’s going to happen after you deliver your quote ...
<<insert cricket noise here>>
Nothing. That’s what. Your client will ghost you. They’ll disappear, leaving you to wonder, when will the decision be made? Should I call, email, or text? How long before giving up?
Better to ask these questions now, while you have the client’s ear.
If you needs sales and are willing to put in the work, go to BillFarquharson.com and take 3 minutes to learn about the new training program. If you need sales but lack the commitment for that program, buy my 25 Best Print Sales Tips Ever on Amazon.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at firstname.lastname@example.org or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.