Proposal Tracking Spreadsheet – The commercial networks have a lot of work to do, if you are part of one of them you will have noticed. However, one of the most expensive issues to companies, is in the follow-up of commercial proposals.
Usually a commercial network makes between 2 and 40 weekly proposals, depending on the product or service that they commercialize. If something shows us the reality, is that not doing the proper monitoring of them leads directly to failure, I will explain why.
Many salespeople think that tracking business opportunities is something like stopping, like going to beg the customer. When you ask them, how is the ACME company’s opportunity? They tell you “I already sent it to you by email last week” … They think calling him to provoke the closure would be lowering or transmitting a needless hurry.
This way of thinking is given by some confusion. If you are one of those commercials that thinks that it annoys your client every time he calls you, you better not dedicate yourself to the sale. If you are one of those who think that when you are calling you are transmitting too much desire to sell to your client, you better not dedicate yourself to the sale. I am in favor of calling the client as much as necessary, it does not mean being heavy or transmitting an urgency that could go against us, it implies simply professionalism: “I worry about offering you the best solution and for this I need to communicate with you as much as necessary”
Proposal Tracking Spreadsheet
The problem comes because to follow up many commercials call with an uninfluential message and therefore do not close. In the end they stop following up, they launch proposals at the discretion of their clients and let “only a few” close by themselves, losing huge opportunities.
Here the typical follow-up call:
- Seller: Mario, I’m Juan from Instalaciones MECA. I was calling because I was reviewing the message I sent you last week and you still have not answered us, I wanted to know if you are interested in the budget that we sent you about the maintenance of the elevators …
- Client: Yes, it came to me, but I have not had time to review it.
- Client: Yes, it came to me, but you are very expensive.
- Client: Yes, it came to me, but I have to think about it.
- Client: Yes, but I have to look at more offers.
The client will put many objections (all very arguable, by the way) and the commercial is coming down and somehow out the same door that entered.
Another thing would be to call differently, perhaps giving the closure for granted. The best closure, by the way.
Seller: Mario, I’m Juan Martínez … (silence)
Client: Juan? … Ah! Juan, the one with the elevators.
Seller: That’s Mario! How is everything?
Client: Well, very busy this week the truth.
Seller: It’s normal, it’s a busy time for hotels like yours.
Client: Uf … In the last month we have received clients from all over, but above all, national tourism.
Seller: I’m glad you’re doing it at the cinema. It seems that the tourism of our country is being reactivated, right?
Client: Yes, of course.
Seller: Mario, as you have already reviewed the project that I sent you, I simply called because I wanted to introduce you to the team leader who will take care of the maintenance of your elevators. When would you be better on Friday or maybe on Monday?
A high percentage of customers will not buy on their own, we must follow up and above all be effective in closing. Of that I will speak another day.
Gallery of Proposal Tracking Spreadsheet
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Do not forget the follow-up
The issue is that getting a client costs a lot and making a good proposal too. If we do not follow up, we are doing only half the work. But when we do follow-up we are moving towards closure, that’s what it’s about.
A client without receiving follow-up calls may lose interest. Remember that if you have done well in the sales process, the client must be willing to work with you or your company, but if you leave without saying anything after submitting your proposal, the client will become cold and lose any initial motivation you had transmitted. Reheating will be really complicated.
It also often happens that, like you, you have not breathed in a while, at that moment Mauro or Patricia appears for the client’s company, which are two very nice, kind and professional commercials of companies of your competence. With the only difference that they do follow up, and they take the cat to the water.
You have to differentiate the sale that happens, from the one you cause. What happens, does not entail effort, they call you, offers and closes. What you provoke is different: you call, you awaken interest, you propose, you overcome the resistance to change and you close. Good sellers cause the sale, and for this a crucial issue is to make a good follow-up.
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