The Appointment: Proposals/Estimates/Quotes
Often, after an initial meeting you’ll be asked to provide a proposal, quote or estimate to take the sales process to the next step. If this is the case you must determine exactly what the proposal or quote should contain. Many companies have standard formats they want vendors to use and you must follow them. A non-standard presentation may mean automatic rejection by various corporate bureaucrats.
Make sure you use the appointment to gather as much information as possible for the proposal you’ll be preparing so you can address the specific problems your customer is most concerned about. Again, by carefully going through the qualifying process you’ll be able to address every hot button issue in your proposal. This kind of specific problem-solving approach often helps you get past the lowball quotes and inexperienced but cheap competition.
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