7170 Warden Ave., Unit #18
Markham ON L3R 8B4
Office: 1 800 550 1664
Fax: (905) 940-4434
is worth a Thousand Words
Many of your customers receive quotations that
consist of a price, item/service description and
. not too exciting
sending spread sheet like quotes. How do you stand
Add color/images to your quotes.
Depending on your industry, embedding product
pictures, html images, pictorials or graphs to
your quotes and sending them by email can strongly
increase buying interest from your customers and
may significantly distinguish your quotations
from your competitors.
A University of Minnesota study proved, that
including a simple graphic with text increases
the persuasiveness of a message by 47 percent
Please click here for an example of sample
quotes with embedded images.
|Outline A Value
Statement for Your Quotations
To make sure your customers remember your value
in addition to your product/service
descriptions and pricing.
Scenario: You've just spoken to your customer
about a purchase and you are about to send the
quotation for him or her to review. The person
receives the quotation regarding your products
and services. Other than the basis of price, your
customer has a difficult time differentiating
your quotation from your competitors.
Provide a value statement on your quotations.
Prior to sending your quotation, ask your customer
exactly what they want to accomplish as a result
of purchasing the products and or services from
On the front of the quotation (not the cover
letter) briefly outline the objective of the Quotation,
and the deliverables that purchasing from you
will provide. iQuote's
'Quotation Summary' can store and display
your value proposition text on the quote.
This will remind the buyer as to why you stand
out from the competition, and will help significantly
to put your quote in good favor.
||Present your pricing
in a way that fits your buyers' temperament
Ensure that your quotes are optimized to encourage
customer buying behavior.
When you provide your quotation to a customer,
some may pick at the pricing of each line item,
while others just want a high level investment
summary for your product and service offering.
Present your quotations in a way that fits your
buyers' purchasing temperament. Provide pricing
layout with or without line item totals, an investment
summary, quote sections and or options.
It is often easier for your customer to understand
the quotation when you break it into several sections.
For example: Primary Equipment, Installation,
Support, Accessories, Options and applying sub
totals to each section, "Without showing
line item pricing". This will empower your
customer to look at the "Big Picture"
of the quotation rather than
minor item by item pricing.
A second strategy is to show sub total pricing,
without a final grand total at the end of
the quote. Click
here for an example.
This strategy can help your customers to avoid
sticker shock when tallying the entire investment.
In addition, this approach reduces the likelihood
of your customer 'shopping the deal' with line
by line price comparisons.
||Defend your quotations
before officially sending them.
Email the quote to key influencers to the decision.
How can I close more of my quotes and improve
customer relations at the same time?
Scenario: You've sent the sales quote
to your customer and you are waiting
for the various decision makers to have a meeting
to review the documentation. You then follow up
with the customer only to find out their internal
meeting was canceled, yet they went with your
- Why did you lose ?
- Was it your pricing ? Was it your products
or services ??
Address your customers' questions and potential
objections before sending the quote.
No matter who your client contact is, there are
people influencing the purchasing decision site
unseen that will review your quotation.
Before sending the quote, suggest to the customer
that you wish to
present the quote for review by means of a brief
online meeting before you officially
submit the quote.
In addition, ask who else will be involved in
reviewing the quote and offer to have a one on
one online meeting with each participant or at
your discretion (based on the corporate culture
of your client's organization) recommend a group
An iQuote online meeting will allow
you to identify all the quote influencers, and
resolve/answer quote questions, objections and
make any necessary changes to the
thus increasing the likelihood
of quote acceptance.
iQuote online meetings are fast, non obtrusive
to your customers and provide a very effective
way to gain customer census on your quote prior
to official submission.
||How to tell in advance
if the quote acceptance by your customer is leaning
in your favor
How to identify a customer's positive buying
signals for your quote.
End user involvement questions regarding your
quote are asked by your customer.
In many quote scenarios if you're going to win
the order, your customer will be sharing information
with you that you will need for implementation
of your product/service.
These 'involvement' questions are things the customer
must ask him/herself once the've already purchased
Depending on your industry, If they're not actively
sharing that kind of information with you, you're
going to lose.
After you've sent your quote, start asking
your customer 'involvement
questions' they would have to ask themselves
after they say yes to you,
eg, "Frank, what do you plan to do with
the old system once you've
replaced it with the newer version ? Is there
anything you can salvage from
Well intentioned involvement questions can go
a long way to increase the close rate of