Make Your Quotations Work Harder - 6th September 2011 -
A quotation is without doubt one of the most important documents you submit to your customer, so why is it so many companies issue quotations that look like invoices?
Fred Bloggs Box Company -
20 off ST6430B – Blue stacking boxes 600 x 400 x 300mm @ £8 each
Carriage £30 mainland UK Lead time 10 days Standard terms apply
OK, so it details the product, your carriage costs and delivery details which are all very useful information for your customer, but a quotation can be a far more powerful sales tool with the addition of a little more information to make your quotation, your product, your company and your service stand out from your competitors. Unless of course, you want to cut margins and sell on price alone?
So what should you do? Well, you simply remind your customer why they should buy from you and not from the competition. Show that you have understood why they need these boxes, how your boxes not only match their requirements, but can also bring added benefits & added value to their operation. This doesn’t need to add hours onto the time it takes to prepare quotes, spend some time initially to set up a template and once that’s done, your new improved quotations will take the same time to prepare as the old less effective ones.
The key is to reflect the customers’ needs back to them, that way they can see that you have listened to their requirements, taken on board what their objectives are and show that you take an interest in their business. All customers need to feel valued and this clearly demonstrates that you value them at the exact time they need to feel valued the most – just as they place another order. You can also add why other customers buy from you and their feedback, this is especially good for new customers as it gives them some peace of mind & reassures them they are making the right decision in appointing you as the supplier.
In my sales health checks one of the areas reviewed is quotations and I can help you set out a quick and easy template to use for future quotations. I also cover this topic in greater detail and show your team how to use this quotation method for the most benefit in the training course “Smart Sales”.
So, if you want to improve your sales margins and conversion rates, then why not contact Sales Appeal for more information? We look forward to hearing from you.