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One Simple Thing that Will Improve Your Sales Conversions (Win More Quotes)
I’m going to talk about Presenting Proposals (and how this can improve sales conversions and win more quotes)
Don’t you hate it when you spend all that time doing a quote and you email it across and then it all goes quiet? Or they say something like “We’ll think about it” and then it goes quiet?
I’m Jon, I run Small Fish Business Coaching and I’ve built a coaching program for tradies and builders called the Tradies Toolbox Coaching Program.
It’s to help you do the business parts of your business better so you can make more money and take it to that next level.
This is a simple tip that many of you will find hard to implement – because you’re busy and it takes time and because it feels a bit awkward. But it’s worth it, I promise you.
The tip is to ALWAYS present your proposal in person (It’s the same as a quote – that’s a different topic for another day – the difference between a quote and a proposal. I’ll stick to this today)
Show your proposal. Explain it. Talk them through it. Give the number some context. Explain how you arrived at the numbers.
You are selling when you are talking to someone and if you just email a quote, you aren’t – you are just a price.
I’m going to back up my claim with a couple of quick stories:
I was a salesperson, a strategic account manager with Optus, managing accounts like IBM and AMP. I ALWAYS presented every proposal I ever made. I sat people down and got us agreeing about what I was showing them.
I’m not making this up – I do it myself.
And my client, Blake Allen from B-Struck Roofing in Sydney has just started doing this on my advice. He went out with a proposal for a roof worth about $100,000 and he walked his customer through it and he’s going to get the job.
We spoke on Tuesday. He was laughing and telling me how he and his fiancee were saying “That’s one for Jonny Boy”
So, if I was your business coach, that’s one of the things I’d be encouraging you to do. There’s more, of course.
And if you want know what else there is, you should call me or send an email and ask me to tell you.