The “old” days of quoting your customers on services was a headache.
It involved paper and pens, calculators, and rulers. (Okay, maybe not rulers, but you get the idea!)
After laboring over your calculations, when someone wants a change, it’s right back to the drawing board you’d have to go.
This could go on and on until there was an agreement.
At nexogy, we wanted better than that for our partners and customers.
We created something new that takes all the hard “stuff” out of creating a quote. When you follow this system, you literally have everything you need.
First, let’s take a look at our platform and then we’ll look at how the quote fits in with your overall proposal strategy.
We’ve developed our own platform to give our partners quoting capabilities, the ability to create products on DNA, and to provide them with an offer for the end customer.
Main features of the quoting module
- Wizard-style makes it easier and avoids missing products or quoting products by mistake.
- The final quote view displays NRC, MRC, and Hardware prices for all 4 terms (month to month, 12, 24, and 26 months).
- You can download the PDF with the quote so it can be printed.
- Quotes can be sent via email. In addition, a copy of the email can be configured and notes can be added to the email.
- We have our own e-signature solution built into the system that sends a request for an e-signature to the end customer. Once signed, it will update all relevant status within the system, and send email notifications to all parties involved.
We highly recommend you take the time to watch this video because it provides simple and concise directions as it works through a sample quote.
But before you can get to the point where you need to create a quote, you need to get through a successful proposal, and that’s what we’ll talk about next.
Create a sales proposal that really works
Anything you can systemize is great. You’ll save time and effort, which equals saving money – and that’s always a good thing.
You can use the following system to present a proposal to potential customers, over and over again, just changing out the details.
Step #1: Understand the pain points
Your very first job is to listen. Talk to the prospective customer as much as possible about their business.
The more you let them talk about themselves, the more you’ll learn and you can put that valuable info into your proposal.
Once you feel like you have a handle on what it is they truly need, reflect that back to them with phrases like, “What I’m hearing is that you need…” Use their words.
Step #2: Find out their history
How did they get to where they are currently? What was the driving force behind their business?
Answering these questions will give you a fuller picture to work with when it’s time to create your proposal.
Step #3: Determine their desired outcomes
First, figure out what’s absolutely required. Then, you can move on to what would be nice to have.
Make sure that when your prospect looks at your proposal, they see results that are in line with what they truly desire.
Step #4: Present alternatives
As part of your proposal, give your prospect a choice.
- Do nothing. (NOT an acceptable answer.)
- Hire someone who is smart and super-skilled to handle the job. (Ding-ding. That’s you!)
Step #5: Sell yourself
Show them why you’re the right choice for the job. It’s perfectly fine to do a little bragging and then move on.
Put a sales pitch right in the middle of your proposal about why you (or your organization) are the solution to their pain points.
(You’re on your way to getting the chance to use DNA to create a quote! Finish strong!)
Step #6: Desired outcome
Talk specifics about why your solution will bring about the desired outcome and a “different” one will not. (Your competition!)
Build evidence that your solution is the correct one. If your proposal is in the form of a PPT presentation, you may use 5 or 6 slides to get your point across. Or, you may only need 1 or 2 slides.
The important thing is that you write down your prospective clients’ goals and prove to them that you’ve designed a solution that solves their problem.
Step #7: The investment
Don’t say cost.
You want people to invest in your solution to make their own life better. People usually don’t understand how what you’re selling will help them solve their problems, so you have to show them.
Make it a sale by asking for their money. Be clear that you want them to spend the money and make this investment.
Finally, ask them if they have any questions.
Once you get to this point and your prospect is ready to become a customer, you can use the nexogy’s DNA to create a quote, simply and quickly.
The bottom line
Our nexogy DNA system and the proposal steps outlined above will set you up for success with both prospective clients and the customers you already have.
Want to learn more? Let’s talk!