Do You Send Out Too Many Quotes?
Creating Quotes is an Expensive Business
Some companies feel that the more quotes you get out there, the more chance you have of winning work. Unfortunately, this means that salespeople can be encouraged to ask for price enquiries from "no-hope" prospects.
It's Vital to Qualify Your Clients
Make sure it’s really worth sending them a price before spending time creating that quote. This means you have to understand why they have asked you for a quote. It means you have to understand their buying process.
How Do You Go About This?
Here are three questions you should ask anyone before providing a quote:
- Ask prospects why they are interested in talking to you.
- Ask what the quoting and supplier approval process is (and check that you are talking to the decision maker!).
- Ask if you will get feedback on your quote.
If you don’t get clear answers to these questions, you should consider whether you really want to quote the job.
P.S. Find out more ideas on how to increase sales with today’s buyers: download my free e-book “Ten Common Print Selling Errors and What to Do About Them” right now. You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively.
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."