When should you follow up on a quote? One day? Two? A week for a proposal? Ask a room of salespeople and you’ll hear every answer under the sun.
There’s a HUGE problem with all of them: we’re deciding. And it’s not about us, it’s about the customer.
Just ask them
When a prospect says “Can you send me a quote?”, reply:
“Sure. When will you have a chance to review it?”
The whole point of sending a document is to spark action, and for that to happen they have to review it. Their answer tells you exactly how urgent this is.
Scenario 1: real urgency
Prospect: “It’s 10:30 now, could you get that quote to me by 3pm?”
You: “OK, we’ll get it ready. It sounds like you want to review it urgently?”
Prospect: “Yes, if I have it by 3pm I can get a decision made shortly after.”
You: “I’ll get it to you by 3pm. When should we next speak?”
Prospect: “Give me a call at 3:45.”
Scenario 2: the “uh oh” moment
Prospect: “Well, today is the 9th. Can you get it to me by the 22nd?”
The 22nd? Uh oh! We might assume it’s less of a priority, so be confident and ask why:
You: “Sure, I can have it to you by the 22nd, but is there a reason we can’t get it to you sooner?”
Prospect: “I’m going on holiday soon and won’t have time to give it a good review.”
If you hadn’t asked, you’d never have known. Now just arrange to follow up when they’re back (and don’t forget to ask about their holiday!).
Make it a habit
It’s a very simple question, but you need to build the habit, so factor it into your preparation. One more tip: send a calendar invite for the next call or meeting. When the other person clicks “accept”, their commitment level goes up significantly.
Want your team doing this every day?
Reading a tip is easy. Making it a habit across a whole team is where training comes in.
Talk to Martyn