You've emailed the sales proposal to a hot prospect. But several days later, no response.
What happened? Was the price too high? Did you include more in the scope than what the client expected, perhaps scaring them off?
The key to avoiding the "no response" trap is to encourage openness and dialogue with customers when initiating "the close" in your sales proposal.
Try closing your proposal with something like this:
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 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.
What I've discovered since implementing this copy is that, if my pricing falls outside a client's budget, she'll often feel free to tell me and ask if I would consider changing the scope to fit the number she intends to spend.
This approach creates a win-win. I preserve the integrity of my pricing, while my clients receive the best of my services that they can afford.
When you ask for the business, assume the sale. But also include an "escape hatch" that puts clients at-ease if they need your help to work with them to meet a budget requirement.
About the Author: Sean M. Lyden is CEO of Lyden Communications LLC (www.lydencommunications.com), a business communication consulting firm that helps companies develop messaging designed to engage, inspire, persuade and sell. Practice areas include content & editorial strategy, sales strategy & coaching, and leadership communication. A feature writer for several automotive and trucking trade publications, Sean is also co-author of “How to Succeed and Make Money on Your First Rental House” (John Wiley & Sons) and contributor to "The Ultimate Small Business Marketing Guide” and “The Great Big Book of Business Lists,” both books published by Entrepreneur Press.
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