Tips for Closing the Sale
What do you do if you have a lot of bids out, but your phone just isn't ringing? Here are some helpful tips to use when following up with prospective clients.
Wait 2-3 business days, and then make a call or send an email.
If you’re calling, stay away from Monday mornings and Friday afternoons. Pick Tuesdays through Thursdays, and if you know your client’s a morning person, make it an AM call.
First question to ask: Did you get the quote? Explain how and when you sent it, and then offer to resend if it’s not handy.
Ask if this is a good time to talk. If now isn’t a good time, I can call/email back on [insert date/time here].
Offer to run through the quote: If you have the quote in front of you, can we talk about it? I had some ideas that we didn’t discuss, but came up while I was thinking about the job.
Ask questions: Did I include everything we talked about? Do you have any questions? Some sales consulting firms tell you to ask open-ended questions only – questions that start with “How many?” “Which one?” “What?”
Ask for the sale: I have an opening here and here. Which one would work best for you?
Don’t give up. If there is a better time to follow up, ask…and then follow through. Make your next contact an email.
Have something to talk about when you connect again. I just sent you a revised quote. New items are highlighted. I was able to find a disposal agency that will reuse all of your demolition materials so I took off the disposal fee. That’ll save you an additional $XXX.
Ask "Why Not?"
If you don’t get the business, ask for a reason. Is it price? Is your pricing in-line with other competitors? Why or why not?
It may be that your prospect had to push the start date out, so a "no" could instead be a “not right now”. If that’s the case, check in with your contact periodically. Make sure s/he knows you’re still interested and want the business.
If it’s still no, ask what else you can do to secure their business for next time. It may be that they’ve always dealt with a certain business but they still need three quotes. It may be something else that can help you next time.