Increasing closure ratios of quotes and proposals

April 27, 2014 6:09 am

Thoughts on Increasing closure ratios of quotes and proposals:

  • Filter requests for quotes upfront. If it doesn’t fit your ideal client, sweet spot etc, deal with it immediately
  • Strength of relationship and referrals generally win over price
  • Buyers buy based on:
    – what they perceive to be value
    – needs and wants
    – emotive drivers
  • Slowing down the buying process in the initial stages often will give significant sales increases
  • Learn from your history. Keep records. Review to see what worked, what didn’t work and keep refining
  • Tweak your proposal/quote presentations. Keep trying small shifts and analyse the results
  • KPI’s and performance enhancement  should be based on sales from quotes rather than number of quotes. Better 10 quotes sent with 8 sales than 100 quotes sent with 8 sales
  • Tailor make the proposal around your buyer, not around your product or service