Your team has spent hours researching, writing and refining a proposal that your leaflet was eager to receive.
Now you're watching your email account with frustration while you write your third trace message in several weeks.
What could have caused the prospectus disappear? Does the content of the proposal was not appropriate? Does the customer repented?
When this happens, some people even begin to imagine reasons crazy about why the leaflet did not respond. Do Perhaps forgot to tell you that was a month of vacation at a place without access to the Internet?, Perhaps the leaflet left the company unexpectedly and forgot to update your LinkedIn account (this is not to say that you have been reviewing your profile daily)? It may also be that your email account has been hackeada, so that it was forced to return to the communication on paper and use birds to send messages.
It is possible to... Right?
The real problem is not the email address
the problems described above do not occur by the method that is used to send the proposal despite the fact that the email is not the best way to communicate something as important to your company. Rather, the problem begins during the sales process.
To begin with, if only are responding to the comment of a client, even when it seems seriously and says he would love that you submitted a proposal, you are wasting your time. Since the beginning posicionas to your agency in a level of little authority, which will destroy any bargaining power you had initially. In addition, it is very likely that you have little information about what they are or should be the challenges, needs and objectives of the client, which will result in a proposal with little chance of converting the leaflet because it is irrelevant to their problems.
The rush to write a proposal and the frustration that you get as a result of the lack of information or a simple "no" is by having a sales process is non-existent or that is based on the wishes of the customer, not in the attempt of the agency to qualify and obtain the correct type of new businesses.
Steps to define the sales process
you cannot automate the sales process, but you can make sure create fewer proposals that will be ignored.
1) to understand your ideal customer
The first step is to determine the attributes of the types of customers that want to work. When you create an ideal client profile that aligns with your best types of customers, will seek to prospects that are only shopping, they will not be satisfied or, even worse, that will make the members of your team are not happy.
To concentrate on the correct type of customers, understand better the prospects to whom you are going, maximizes your sales and retendrás to more customers.
2) Create questions to qualify the prospects
if you understand your ideal customer, you will be able to create questions that will help you to discover who you should invest time and who no. These questions can be used in forms of generation of sales opportunities, questionnaires of admission or during a more formal meeting to talk about a future relationship. To begin with, here is a list of 8 steps for deploying a correct process of qualifying sales opportunities before you create your own.
These questions should advance your conversation until the point where your team feel confident that the customer will overcome its challenges to provide value in ways that go beyond simply produce a job.
You should also see if the interest and confidence that deposits the IT customer grows during the process. Its tone and questions should change "Can you do this?" or "Do you have experience in this?" to "How we can overcome this challenge?" or "What has worked with other brands?".
It is a simple change, but it shows that the customer has passed the stage of mentality where you have to "proving you can do what you say" to "wanting to and assess your advice and your experience".
3) Create a template for proposals
Finally, you should create a template for proposals (post in english) easy that you can use to reduce the time it takes to create the document.
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