WHAT IS GOING WRONG?
Sending the quote is only half the job.
Customers get busy, compare options and forget what was discussed. A useful follow-up answers questions and makes the decision easier. It should not feel like pressure.
FIX THE HANDOVER
Make the next step obvious.
01
Book the follow-up before you leave
Tell the customer when you will call. Put that date beside the quote before it is sent.
02
Ask what is holding the job up
Do not ask, ‘Are you ready to go ahead?’ Ask whether the price, timing, job details or another concern needs to be cleared up.
03
Record the answer
Mark the quote as won, lost or still deciding. Write the reason. That shows which part of the quoting process needs work.
CHECK THE WHOLE CUSTOMER JOURNEY
Find the first place your business is losing good work.
The free scorecard asks 12 plain questions. Your answers stay in your browser.