How,Follow,Consulting,Proposal business, insurance How To Follow Up A Consulting Proposal
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How To Follow Up A Consulting ProposalCopyright 2002 by Paul BednarAfter submitting a proposal, many consultants wait a short periodof time--maybe a few days or one week, before contacting thepotential client. The purpose is to find out if the proposal hasbeen accepted, rejected, or if modifications are necessary.Contacting the potential client once is professional andacceptable. However, if your phone call or email is notreturned, you will be tempted to repeatedly contact the potentialclient for an answer.Resist this temptation. Hounding the potential client for ananswer does not improve the situation. Don't take it personally.After making your one inquiry about the proposal's status, forgetabout it and move on. Begin searching for the next potentialclient.This practice of submit-follow up-move on defies conventionalsales methodology where people are trained to continuously followup with prospects in order to get sales. However, this methodworks for these reasons:1. You have no idea what has happened at the company and why yourproposal hasn't yet been accepted. Perhaps the entire projectgot cancelled? Maybe quarterly earnings were disappointing and alayoff is now in the works? The possibilities are endless andconstant speculation for an answer can drive you crazy!2. The potential client knows how to contact you. Once you'vesubmitted the proposal and followed up, you've done your part.Let them make the effort to contact you to discuss proposalchanges and clarifications. When they do, it demonstrates theirinterest and you are one step closer to being retained.3. Getting clients is a numbers game. You have to submit acertain number of proposals just to get retained. By moving onto search for the next client, you increase the odds that yournext prospect will become a client.Contacting the potential client more than once to ascertain theproposal's status is counterproductive. Also, it forces you tospend time and energy on what is now in the past. Keep yourenergies and thoughts focused on identifying the next client.Besides, when a proposal is finally accepted, you can be amazedat your good fortune! Article Tags: Potential Client
How,Follow,Consulting,Proposal