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Hello. I’m Will Williamson of the JDR Group.
Here’s three quick things that you can do to to increase the amount of sales that you get from the quotes that you get.
Once you get an enquiry come to your business or you receive an application for a tender,
you then spend time working out the pricing and sending off a quote.
And some of those people will agree to the quote and will purchase the goods or services from you, and some of them won’t.
So how can you improve what that ratio is?
Well, number one is to give more value in your quotes and in your proposals and in your tender documents.
So in other words, don’t just say what you’re going to do and how much it’s going to cost.
Try and add as much value as possible, and that can come in a number of ways.
You can talk about the benefits that they’re going to get from your product or service.
You can talk about why your product or service is different from
the other products and services that are out there in the market.
Another way that you can add value is by actually going through your proposal personally,
either by the telephone, online, or even better if you can do it face to face.
That will convey your message much much better than just a cold document, if you can do that.
The second thing that you can do is you can make your quote or your proposal time sensitive.
Don’t just make it open and they can come back to you whenever they want.
If you put a time limit on the time they’ve got before they can take it up,
you’re gonna get a higher percentage that will agree to it.
The third thing that you can do – and this is something that, y’know, most business owners are guilty of,
that I come across – you must follow up.
You must follow up your quotes. Don’t just give a quote and wait for them to come back to you.
Schedule a time when you can give them a call, you can drop by and see them, or at the very least send them an email.
If you do all of those three things I guarantee you’ll get a higher hit rate from your quotes and proposals.