During a web meeting where customer-facing staff discuss technique and successes with the sales actions in our revenue growth project, one outside salesperson recounted this simple but powerful story:
Following our all-day workshop where we discussed in depth the importance and power of following up on quotes, he started printing outstanding quotes to take in the car with him. Now, when he drives to visit customers throughout the day, he makes calls to follow up on quotes. “Hi Tom, it’s Mike, I was just thinking about you,” he says, which is exactly how it’s taught. “Where are you at on that quote we discussed?”
“The quotes are closing,” he recounted on our call to his colleagues and executives at this $250M distributor.
“How many are closing,” I asked. “What percent?”
Without pause, he said, “More than 90%.”
And this is the power of following up on quotes and proposals.
Let this sink in.
He’s closing nearly all of the quotes he follows up on. So do many of my clients.
What would do this do at your company?
What would it do to your sales? Your outlook? Your confidence? Your future?
Want to generate a lot more sales in this final month of the year? Follow up on all your quotes.
The work is mind-numbingly simple and will grow your business dramatically and instantly, with literally no cost or down-side.
Question is, will you do the work?