How to Win More Bids
Other than the fact that you don’t have the lowest price, do you know why you lose so many bids? Bill does and he tells all in this week’s Short Attention Span Sales Tip.
Have you checked out the new SASS [Short Attention Span Sales] podcast? Go to BillFarquharson.com/podcast and select a topic and listen. Then, subscribe and take in a new episode each week!
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…
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 need 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 can be reached at 781-934-7036. Go to BillFarquharson.com to find free content and ideas as well as info on his books and sales training programs.
Who’s Making Money at Digital/Inkjet Printing…and How? will teach you how to be profitable, rebuild a loyal customer base, and get your sales reps selling. Click here for more information on that and The 25 Best Print Sales Tips Ever!, can be found at BillFarquharson.com. Contact Bill: 781-934-7036 or firstname.lastname@example.org
If you need sales and are willing to put in the work, take 3 minutes to learn about the new training program.