There are few things more frustrating than spending time and effort on a prospective client only to find they don’t convert to paid business Here’s five sensible ways to help you seal the business deal!
1. Make the effort to get to know their business
How much do you know about your prospect’s business? If they’ve sent you a website address, explore their site thoroughly before quoting so you don’t make a fool of yourself. Too many people bang off a quote without doing the research. Now and again you might even find you can help people out by proposing a better solution than they’ve asked you to quote for, adding a load of extra value and encouraging trust. Doing your homework means you have the chance of offering better advice, alternative services, ideas and inspiration. If you seem like you’re involved, interested, intelligent and willing to dive in, prospects will be more likely to take you seriously as a supplier
2. Be thorough
When you quote, send all the supporting information they need to make a decision. That means they won’t be left with uncertainties and questions, they’ll be fully aware of every aspect of your proposition. Being busy, they’ll appreciate that you’ve taken the time and made the effort to give them full details up front.
3. Ask for their business
It sounds silly but if you’re woolly about whether or not you want their business, you might put people off. There’s no need to be a sycophant – that’s even worse – just make it nice and clear that if you got the business you’d make every effort to do the best job possible for them. Put simply, demonstrate enthusiasm. It’s worth its weight in gold!
4. Communicate your deal positively
Avoid uncertain, farty language. Don’t offer things… that’s too wishy washy. Provide things or deliver things instead. Don’t say ‘we may’ or ‘we might’. Say ‘we will’. Don’t say ‘if we work for you’, say ‘when we work for you’. Assume you’ll get the business… and give enquirers a start date or delivery date while you’re at it. Don’t wait for them to ask!
5. Follow up on your offer and close the deal
There’s nothing to lose. In fact it’s good manners as well as good business sense to re-confirm your quote after a few days. You don’t need to make a meal of it. Just say something simple like, Thank you for the opportunity to quote – we’re looking forward to hearing from you. Feel free to call or email me if you have any more questions, I’ll be delighted to help.