Don’t Give A “Quote” At Once!

Why do the customers ask “Can you give us a price quote?” and want to hear about a “price” ?

Is it because they are willing to buy?

Or could there be other reasons?

When a customer asks “May I get a ‘quote?”…

You try to give your “quote” hurriedly, sometimes even having to pull over your car, as if the customer would choose the one who replies to them in the first 30 minutes.

But, is it really the right thing to do?

Have you ever thought about how fruitful this attitude is?

As the process of preparing an offer, and the possibility of getting the job carry you away, you may not realize that you are overlooking an important aspect: thinking about the reasons why did the customer ask you for a “quote” and finding out the best answers that is!

Why do the customers ask for a quote and how should you react?

Here are the first 3 reasons of a “quote” or a “price” request:

1. They needed a third alternative for an evaluation whenas they have already decided on whom to work with: that means they are going to use your offer just to complete the process and close the deal with the one they have already chosen. So, they chose you as their bit player here, just like they do to others all the time!

1. The person who asked you for a quote is not even the one to decide on the supplier: your quote will not even be evaluated. They just want to double check their own supplier’s terms and compare them with yours.

1. They are not professionals. They will make a decision based on the price solely, and make a mistake: The customer is bare of the knowledge or criteria to make a solid purchase. They don’t have what it takes to evaluate the offers. ‘They are not bitten yet!’ and as a result, even if yours is the best “quote” they get, even if it is unbeatable; neither you nor the customer will have the chance to learn that.

Can you see the factual background? You can come up with other possibilities. For now, I leave that to your experiences and vivid imagination.

Are you happy being a bit player? and How long do you plan on doing that? 

Get an actual role! You have to be the one in the heart of the purchasing process. Not the customer, not the product! You have to be the one to lead the process or at least, you have to have an influence on it.

Have you ever considered this? You might be on the verge of becoming a little detail in a purchasing process that is driven by the purchaser of your competitor.

You don’t have to be the bit player, you have to change the entire script. I am not offering you the leading role here.

I am offering you to rewrite the script and direct the movie.

Assertive, huh? Yeap, my thoughts exactly. But it is possible.

For starters, your goals should be “having a close encounter”, “meeting”, “having face to face conversations”, “finding out their specific reasons for this purchase”, “finding out their needs” and making accurate suggestions.

Think about it: Would it be easier to close the deal with someone who asks you for a “quote” and whom you don’t know anything else about…

…or someone you met personally, know the reasons for their purchasing, detected their needs, and established a close relationship with?

Anything you learn increases your chance to close the deal, whilst the ones that remain in the dark lower it.

If it is possible, you have to force your customer for a face-to-face meeting. How, you ask?

          Here are some examples:

• I’d like to have a face-to-face chat with you about some critical details, before giving you “offer”. (If this is not possible, at least try to make a phone call.)
• I need to ask you about three important matters before giving you a “offer”.
• I cannot give you a “quote” without settling the essential details face-to-face.
• To ensure that our “offer” is accurate and meets your expectations, we need to discuss X, Y, Z, etc.

‘What you do has to be effective and insistent enough to get you through the assistant and allow you to reach the real decision maker.’ 

Or either an assistant, expert in giving suppliers the slip, or something else will get in your way.

I wish you fast, repeating, long term, fun, and fruitful sales…

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