Does this state of affairs sound acquainted? Your gross sales individual had a gathering with a possible shopper and the assembly went properly. The shopper appeared impressed and requested them to electronic mail a proposal or quote to them, which they did. However now over every week has passed by and nonetheless no response.
To compound the issue your merchandise are good and priced competitively; so is your customer support; and your organization’s identify is revered. Your gross sales individual highlighted this info to the shopper once they met with them they usually agreed, however nonetheless no reply If this sounds acquainted you aren’t alone because the query “how do I get clients to reply to our quotes and proposals?’ is often raised in Call centre training and sales training programs in Australia. 5 reasons why clients don’t reply immediately You didn’t find out how urgent or high on their ‘need to do’, rather than ‘want to do’ list your quote/proposal is Your quote/proposal is all about what you and your company can do and doesn’t reinforce the issues or problems that the client is currently having, which would lead them to switching from their current supplier to you Your quote/proposal is too long winded, too detailed and full of unrequested information and/or therefore not easy to read or understand You didn’t follow up within 3 days to ensure that they have received it, and you are waiting for them to come back to you You emailed it, rather than taking it to them personally How to overcome this situation In most professional call centre training and sales training programs in Australia the sales training specialist will share how to master these proven techniques including how to: Make your quote/proposal a maximum of 3 pages. Unless you are selling a highly complex solution, just like a resume/CV, if you can’t get your key message across in 3 pages then you are being too long winded Make the first page all about the client and the issues they are facing as this sets a context for you to link to the solutions you are going to recommend to them later in the document It is not about how well you share your stories of brilliance (yes, great, you have so many of them, but so do your competitors), but it is about how well you demonstrate your understanding of the client’s challenges, needs, and aspirations. This will also shift the focus to your clients favourite subject – themselves and their business and ‘what keeps them awake at night’. Don’t procrastinate Research has proven that the first company to send the quote/proposal through wins the business 70 – 80% of the time. However this is dependent on if the sales person follows up soon enough – see below Follow up within 3 days. Do you remember the TV advert by Telstra a few years ago where the sales person finally rang a customer to find he didn’t win the contract and the customer asked “why did not you name?” On KONA’s call centre and Sales training programs in Australia we regularly find sales people are not following up soon enough and are waiting for the customer to contact them! The reasons they give are: “Do not wish to be pushy” “The shopper stated they’d come again to me” “Want time to consider it” plusother excuses Gross sales folks should TAKE CONTROL and discover a cause to observe up i.e. ‘Simply wished to verify you might have acquired the proposal I despatched you;’ or ‘Right here is a few third social gathering info associated to your state of affairs which we talked about in our proposal (newspaper article; analysis; reference/testimonial; their aggressive data and many others and many others)’ ‘I used to be excited about what you instructed me and have a few different concepts I want to talk about that can add additional worth to our proposal’ The reality is that they don’t lay awake at night time excited about you, however do fear about their very own record of duties that should be addressed. Folks purchase off folks they like in Australia
So do not exchange productiveness with effectivity. Whereas emailing a proposal may be time saving, in Australia relationships are the primary part of profitable any enterprise. So discover methods and causes to get ‘head to head’ as many occasions as potential as it can enhance your proposal to order ratios Other than the following pointers, a ultimate thought is do your gross sales folks have the skilled questioning abilities required in 2014/15 to uncover alternatives and actual wants? Or are they only ‘product flogging quote senders’? If your online business is do not make the gross sales and earnings you want, carry within the specialists from the KONA Group’s Australian name centre and gross sales coaching in Sydney and Melbourne and supply your gross sales folks and gross sales managers with the abilities and instruments to show your outcomes spherical.