Would you like to convert more quotes into jobs?
If you are not making the sales you want, or you are missing out on opportunities you wish you were getting… then you are going to want to pay attention to this.
You see there are some simple things you can do which will help you win more jobs… and grow your business.
This is all part of having a good Game Plan for your sales … and not leaving things to chance.
So how do you do this?
To have a solid Game Plan for your sales it is important to have the right:
- Scripts and templates; and
- Follow-up process.
Let’s explore each of these to help you convert more quotes into jobs:
1) Have a Sales System to Convert Quotes
Systems are all about having a clear process to take someone from ‘A to B’. From when someone first inquires to when they buy. There is a process that someone needs to go through and this process needs to be mapped out. Mapping out this process will give you an idea of where you need to systemize your business… so things flow in a steady manner. Without a proper system, things will start to fall through the cracks. Worse case is that you’ll come off as unprofessional. All these cost you sales.
2) Use Sales Scripts and Templates
When you map out your process, you will become clear on what you need at each step to help do it effectively. For example – where will you need a script? Where will you need a template? What places will a checklist help?
So how do you create a script? Think of a script as simply writing down what you should be saying to progress the sale. You might have a script for an initial phone call or a script for a site visit or a script for when you present a quote. Your script needs to help uncover the needs of your customer and to lead them towards buying from you. Of course, not every customer is going to be a fit for you, so your script should include questions to help work this out. And if they are not a fit, your script should point them in the right direction.
The key for scripts to work is to practice them regularly so that what you say comes across consistently. Scripts will also help keep you on track – that you cover what you need to cover. Scripts also help build trust and come across as a professional.
Templates help you be more efficient. If you can get your quotes out quicker, people are more likely to do business with you. This includes things like quoting and email templates. Doing this well shows that you are someone who knows what they are doing. By having scripts, templates and checklists in place, you will be more consistent… and you’ll give people confidence that you’re the one to buy from.
3) Always Follow Up
This last one is a big one… and that’s follow up. This one often goes missing in most businesses because they are busy. Busy quoting. Busy doing jobs. Being so busy that there never is the time to follow up.
Follow up is king. It shows that you are interested in them becoming a customer. And by checking in with them you get to answer any questions they may have… which brings them closer to becoming a customer. To make this easier it is important to put a good follow-up system in place.
The more you follow up, the more likely you are to win the work. In fact, it’s been said that 66% of sales are lost because someone never bothered to follow-up. So make sure you are the one who does!
So to convert more quotes into jobs, focus on 3 things:
- Have a sales system;
- Use scripts and templates; and
- Always follow-up.
Work out which area you need to work on next because this may be the thing that helps you convert more quotes into jobs.