Do You Follow Up on Your Quotes?

Many times, I have been out with a salesperson visiting customers, and we would spend time in the car reviewing customer notes from our customer relationship management system and quotes in preparation for the call.

Thinking we were well prepared when we brought up the list of quotes with the customer, the replies we got were “I should call that guy and see what’s going on” or “I know that job, and if a certain contractor gets that job, they will give my competitor the job, they always do.” Then they will go on complaining about the amount of time and effort that goes into quoting jobs.

Knowledge is Power

I know that at our company, we wish we could charge for quotes. Quoting our customers honestly and quickly is important to our business. My late friend Ray, who was a character actor, used to tell me that his main job was not acting but auditioning, which provided no pay. He would show up at the audition, and it would be full of the same people from the last one. It was a lot like our quoting jobs.

Auditioners would talk about who the producer was and which one of their favorites in the room would get the gig. Luckily for Ray, he was often one of those favorites, and the excitement in the room would drop a notch when they saw him in the group. Ray explained to me that his advantage was his knowledge of the business.

When he auditioned, he was prepared. Not only to do the reading as written, but to offer several other versions. This showed the producers and casting people his diversity. Once he got a job, he made it easy for them. He was always on time and ready with several alternative versions. He would also try whatever they asked.

Show runners knew if there were some simple physical things, he would not demand a stunt man, or if someone broke a line, he would improvise and keep going, not stopping the take. He was hung over cliffs and swung on ropes upside down, never complaining.

Winning the Job Takes More Than a Price

To be successful in closing your quotes, you need to show flexibility, be on time and well prepared. This is what contractors look for today. Be sure to also let them know the industry knowledge that can give you an edge. Take pictures of jobs when you are creative and inform them of your problem-solving capabilities that help keep jobs on time and on budget. Include your suppliers and show how they are part of your team and are creative in solving problems.

There is a lot that you need to sell besides sending a quote, and if you don’t change things, you will never win over those contractors who are stuck in the competition.