CHAPTER 28FOLLOW UP ON PRE-QUOTE OPPORTUNITIES
This kind of follow-up is impressive to customers, mostly because nobody else is talking to them like this.
Always remember that the competition only tends to call when something is wrong.
You have open opportunities with customers that are in the pre-quote stage. You've had the initial conversation about a new purchase, but you haven't quite advanced to a quote or proposal yet. They're in your funnel, but they don't have a formal price from you yet.
These opportunities are frequently neglected because following up on them requires us to remember them.
We need to stop what we're doing to think about these and actually follow up on them. They require our active attention. And because customer problems and urgencies pour in all day, they're quite difficult to break away from.
So, what's the solution? I'd suggest keeping a list of these on your Weekly Follow-Up Planner and making your follow-up communications first thing in the morning.
I don't love email for sales, as you know, but I think email is a useful tool here: you can follow up on many opportunities quickly with email, early in the day.
You can copy and paste that to five different customers ...
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