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Two Proven Options to Get a Response to Your Sales Proposal
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At the end of an email that includes the sales proposal (either as an attachment or, if appropriate, in the body of the email), I close with this question: “To confirm: Do the scope and terms match what you’re looking to accomplish? Or do we need to make adjustments?” Why This Works…
Why This Works… “It does not put the prospect on the spot to make a buying decision right then and there.” If the scope indeed matches your prospect’s expectations (and the price and terms are agreeable), the prospect will likely reply, “Looks great. When can we start?”
Why This Works… “In a sense, you’re taking the pressure off the prospect by “confirming the order” before you proceed to the next step in the sales process.” If the scope indeed matches your prospect’s expectations (and the price and terms are agreeable), the prospect will likely reply, “Looks great. When can we start?”
Option 2: The “Escape Hatch” “Here’s another option to try, as well. After you’ve outlined the project objective, scope, and terms, close your proposal with clear instructions for the client:” THE NEXT STEPS
1. If scope and terms are agreeable, simply reply to this email with your approval to proceed, and I’ll secure the time and send the initial invoice to launch the project. “2. If there is anything above that does not match what you’re looking for, let me know, and we can adjust as needed. Or, if you’re limited by budget constraints, let me know, and I’m happy to explore with you about what you’d like to take out of scope and handle in-house to better fit your budget.” Why This Works
Was our price too high? Did the scope not match requirements? Where do we stand? “It’s impossible to get answers to these questions when the prospect goes silent.” So, what can you do to improve your odds of motivating a response?
1. If scope and terms are agreeable, simply reply to this email with your approval to proceed, and I’ll secure the time and send the initial invoice to launch the project. “2. If there is anything above that does not match what you’re looking for, let me know, and we can adjust as needed. Or, if you’re limited by budget constraints, let me know, and I’m happy to explore with you about what you’d like to take out of scope and handle in-house to better fit your budget.” Why This Works
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