During our virtual Sales Bootcamp last month, sales pros from across the country told us one of the biggest challenges they face is getting accurate and complete quotes back to their prospects as fast as they’d like to.
They’re right to be concerned about this—speed matters. Studies show that 35–50% of sales go to the vendor who responds first. But when you’re inundated with requests and other tasks, it can be hard to keep up.
Get Your Current Quote List under Control
If you have a backlog of quotes to do, start by addressing those first. Ask your team to help where they can, and dedicate time on the schedule to catch up, even if that means coming in on a Saturday or staying late. It might be unpleasant in the near term but you’ll be glad you did in the long run. Bite the bullet now.
Prioritize Your Best Leads
At Grunder Landscaping, we route all prospect inquiries to a salesperson so they can be screened right away. The salesperson asks a series of questions regarding the scope, budget, and timeframe of the job and ensures the prospect is willing to pay our consultation and design fees. Properly screening prospects up front saves us from wasting time later on quotes that go nowhere. We schedule property visits for the best leads first, and the rest within the following week or two.
Boss Your Calendar
You cannot schedule sales calls every hour from 8 to 5 and still have time to put together detailed and accurate quotes. Block off time on your calendar every week to spend at your desk building quotes and proposals. Turn off your phone notifications and focus.
For small jobs, strive to return a quote within 24 hours of meeting. The details will be fresh for both you and your prospect, and you have a much better chance of closing if you act fast. For larger jobs, aim to deliver a quote within one week of visiting the property. And then hold yourself to your own deadlines! It makes no sense to continually chase new leads if you don’t make and take the time to follow up and follow through.
If you’re looking for more ways to refuel your sales efforts, join us at one of our next virtual Sales Bootcamps. They’re educational and fun, and I guarantee you’ll leave armed, ready, and motivated to sell much more than you thought you could.
Have a great week!
President & CEO
Grunder Landscaping Co. & The Grow Group