I’ve seen even the most confident salespeople baulk at one thing: being asked to follow up on quotes.
So if you’re happy to take incoming enquiries, even to help customers through the process of providing a quote, but feel extremely reluctant when it’s time to follow up, here’s what you need to know.
There are all kinds of excuses for not following up on quotes, but by far the most common one is feeling like you’re being a nuisance or like you’re intruding.
You may also use the excuse of labeling the customer as a time waster, or saying that they were just price shopping you. This lets you off the hook for the call back, because what’s the point in following up with someone who’s not really interested?
Or the problem may lie a bit deeper — maybe you’re actually lacking confidence in yourself and your ability to sell, your company, or your product.
Calling back to follow up on a quote isn’t being a nuisance or wasting your time. It’s actually just basic customer service. If you truly believe in yourself and in your company or product, then by following up, all you’re doing is helping someone connect with a product or service that you know will benefit them.
Also, there’s really no such thing as a time waster. They must have had some level of interest to get in touch with you in the first place, so if they were apathetic by the time the conversation was over then the problem lies somewhere in your rapport building or sales technique.
Above all, you’ve really got to build up your confidence and your belief in yourself and what you’re selling, otherwise you’ll never really be able to create great sales results. (Need help with that? Start here.)
A few other tips…
Connect with your potential clients initially so that you convert more during the first conversation. Make sure to ask about any lingering questions they have and answer them then.
Remember, it’s not about price! Even if someone is price shopping, they’re still going to lean heavily towards buying from someone they’ve felt personally connected to and can trust.
Pre judgement is the killer of sales. You can never really tell whether someone’s going to be interested in buying from you, so lose your assumptions, ask open questions, develop a rapport, and see where it goes.
Until next time,