Today we’re going to talk about how you can find out if you are in the front running position to win a sale.
Here’s the scenario; you have been contacted by somebody, and they have requested that you send through some sort of a proposal. You’re trying to work out whether this is worth your time or whether you are doing what’s sometimes referred to as the bad singles dance, lining up only to be compared on price and commoditised.
I find extremely interesting that about 95% of request for proposals go absolutely nowhere. The way that this typically goes down is someone says, “okay, we need to talk to x type person, we need to get somebody in to do this particular job”, or “we need to call somebody and buy this particular product”.
What happens most of the time is that this is tasked to an executive assistant, a lower-level type employee, or a middle manager, etc. The list of people who could be tasked with that particular job is pretty long, but the important thing to consider here is, what are they going to do to complete such a task?
Firstly, they’re going to say, “who did we buy from last time?” They’re going to ring that person and say, “Hey, I know we dealt with you guys last time, can you send us a quote for x, y, z?”
But here is where things get complicated because in most cases, the instruction that they would have been given is to get three quotes. So, now what are they going to do? They’ve got the person who did the work last time, and now they’ve got to get two other quotes, probably by doing a Google search.
So, the question that you should ask is how do you know if you are actually in the front running? Or if you are just window dressing for the person that they’re going to choose anyway?
Listen to this episode to learn how you can identify whether you are just wasting your time, or whether you are actually being considered as the primary option. I know this is going to be incredibly valuable for you, and honestly, I can’t believe I haven’t talked about this previously because being able to make this distinction will save you a lot of time, money, and stress when doing business.
To DOUBLE your lead-to-sale CONVERSION with the leads you already have, go to http://JohnBlakeAudio.com for his exclusive, free, no-fluff, audio training and companion PDF guide.
Inside you’ll get word-for-word email follow-up templates, phone scripts, and more that you can put to use today.
