More Than Just a Price

Watch this week's Short Attention Span Sales Tip here.

Good morning!

Let’s talk about winning a bid. If you think it’s all about having the lowest price, think differently.

In fact, change your thinking entirely.

For a recent Sales Vault workshop, I had invited my wife, Allison. The subject was Dealing with Difficult Customers and as a website designer, she is certainly not immune. The group was talking about how to create a proposal that stands apart and Allison shared an interesting perspective when she said:

“I’m quoting on more than just a website — it's a partnership.”

Like print and signage, her work is custom. To Allison, behind every successful website there is an ongoing partnership that extends well beyond the site launch. She injects this concept into the bidding process.

How? By doing more than just quoting a price and leaving it at that. She answers a question that was never asked and walks the prospective customer through a set of expectations and next steps.

Let me translate that to our world…

Imagine if your quote started with the answer to the unasked question, “What’s the next step?” It might look like this:

“Thank you for the opportunity to work together. Here’s what you can expect:

• First, I will want to talk with you and learn more about how this piece solves a problem or meets a need. I want to make sure it’s the right and best solution. After all, there might be a better and cheaper way to accomplish your goal;
• Next, I’ll meet with the Requisitioner to hear if he or she has any additional information I should know about;
• I will then draw up the initial artwork and bring it to you for approval, along with paper samples;
• It’s optional, but I highly recommend you come for a tour. Our company is full of creative people and a capable staff, all eager to meet your needs. It might be nice to meet those who will be producing your work;
• Finally, the job will be put into production and you will be informed of our progress every step of the way;
• Once the order is produced and delivered, you will hear from me again to follow up and ensure you are happy with the outcome;
• And finally, here is our price…”

Taking this approach will differentiate you from the competition. There are some who will skip down to the numbers and ignore everything else. They aren’t your customer and won’t buy from you anyway.

This approach is for those clients who want more than a price and more than just a transaction. They want a relationship. Do more than just provide a number and you can win that business AND that coveted relationship.

You are in a 90-day sprint to the finish of the year. Join The Sales Vault community for sales best practices. Visit SalesVault.pro or call Bill Farquharson at 781-934-7036.