Increasing the conversion rate of your quotes can be as simple as having an effective follow-up system.
You’ve done the hard work in getting the enquiries you want. You have worked out a proposal, a quote, made some measurements or had further discussions. It only makes sense to put some time and effort following up to ensure your customers receive the information they need for you to win the business.
An important thing to remember is that your customers may also be sourcing quotes from other suppliers who will be doing all they can to win the business. That’s why having a simple follow-up system can give you a bit of a competitive edge. It prompts you to provide relevant information and to contact the customers in a timely manner. If done well, it can help project a positive image for your company.
Here’s how you can create an effective follow-up system…
1) Set reminders.
Have a clear reminder in your calendar to remind you of the follow-up you need to do. Set a time for yourself i.e. you are going to follow-up the next day, two days later, a week later, or whatever seems right for both your customers and you.
2) Implement a system.
Think about the type of emails you could send; the scripts you might need to use in that follow-up phone call; the tools you need to ensure that follow-up is done efficiently. Use those simple touch-points to prompt the customer to get in contact with you to ask all the questions they may have.
However, before you make that follow-up contact, make sure that you have received an acknowledgement or an agreement from the customer that you will be checking in or will be contacting them. You don’t want your call to be regarded as an aggressive cold call.
3) Get someone else to do it for you.
If you don’t enjoy follow-ups or don’t have the time, consider getting someone else to do that for you. This can be as simple as getting someone else in your business, or even hire someone on a casual basis to follow-up on the quotes.
You’ll be amazed at how much more business you can convert just by following up.
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