If you’ve come to the sad realization that your quotes and proposal do in fact suck, that’s okay. You’re not alone. We talk to thousands of technology business, and lots of people struggle with this. The good news is, now that you know you quotes suck, you can start to fix them!
It takes focus to really get the sales and quoting process right. Here are some of the things that we’ve learned over the years from our own experience and with talking to other professionals.
Quotes Show the Customers How They Will be Treated. It doesn’t matter if you have a good relationship with a customer. If they receive a quote that’s late and sloppy, that’s exactly how they’ll imagine your service to be. Your customers want to deal with professionals. Step up what you deliver. Create a professional quote and get it to them quickly.
Give your Prospects Options. Prospects don’t want to feel like you’re offering them your standard bill of goods. Give them a few options, such as “good,” “better” and “best” solutions. This is telling your prospect that you’re thinking about to best serve their needs. You might just be surprised at how often they upsell themselves.
Get your Quote to the Right Person. Sometimes quotes seem to get stuck in quoting purgatory. You deliver them and they just sit, and sit and sit with your prospect. Delivery is key. Make sure that you’re sending your quotes in a way that’s relevant. Please do not fax your quotes and don’t mail them. Deliver them the way that everyone works now, online.
Again, don’t beat yourself up if your quotes suck. That just means there’s room for improvement. Do the hard work and get really good at the sales and quoting process. I think you’ll find that your prospects will respect you more and you’ll close more deals.
If you want to learn some more ways to get good at your quotes, download our recorded webinar “6 Steps to Building a Winning Sales Proposal.”, or sign up for a Free Demo today! As always, happy selling.