Considering all the time you’ve spent in prospecting, sales calls and developing a proposal, don’t sell yourself short on the follow up. In fact, a formal follow-up process should be a part of your proposal process.
Here are five specific steps to include in your proposal follow-up process.
5 Steps to Follow Up on a Proposal
- Agree on a follow-up date. Say something like, "I'll call you on Tuesday at 10 to see which option works better." Be sure you have the buyer's personal phone number and email address for your follow-up.
- No matter where your buyer is, follow up. Your buyer will have email and phone access just about anywhere in the world. Don’t let a trip or vacation stop your follow up.
- Don’t negotiate fees. Provide a few options in your proposal; if your buyer can’t afford a certain level, bring it down to the lower option. Remember, you can also negotiate terms, but don’t lower your fees.
- If the buyer is ready, GO! If the buyer is ready to start, agree on a specific launch date even if you have to start a project remotely or by phone.
- If rejected, ask why. Don’t hesitate to ask, “What could we have done differently?"