Have you ever lost a project that you bid on to a competitor?
C'mon... be honest.
Listen, it's no big deal to just lose a project or two, a few times a year.
No one, not even me, has a 100% batting average.
But what happens when we're not talking about losing one or two projects a year?
What happens when you're losing one or two projects a month that way?
Non-sense you say?
Have you ever taken time to follow-up on EVERY proposal or price quote you've put out there to prospects?
While a significant percentage of your prospects (perhaps 1/4 to 1/3) may be professional procrastinators and decide to do nothing...
The vast majority of your prospects will end up hiring SOMEONE's consulting company to do the job.
But do you know why someone else is getting that job instead of your firm?
One very simple reason...
Your competitor cared enough to follow-up!
It's really that simple. Whether it was a phone call, an e-mail, a personal note, an impromptu visit...
Your competitor happened to be in the right place, at the right time... when your prospect's server went down for the 3rd time this month.
Now why didn't your prospect, that you haven't spoken to in 6 months, remember how hard you worked on that proposal?
And why didn't your prospect remember to call you?
Like they say,
Out of sight, out of mind.
You snooze, you lose.
So if you want to make sure that your competitors don't steal away your best prospects, make sure that YOUR firm has at least a decent follow-up process.
And for that matter a decent overall sales process.
Remember, you CAN’T just keep calling and asking,"Are you ready to buy yet?"
Best,
- Joshua
Joshua Feinberg, co-founder ComputerConsulting101.com
http://www.computerconsultingkit.com/
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