Don’t just send the response. Follow up with the requester to make sure the response satisfies the customer’s expectation. A face-to-face meeting to present the proposal is always the best approach.
If You Lose, Don’t Snooze
If the outcome is not positive, take what has been learned and start selling again. Keep everything positive and leave the door open for another sales effort. This information gained and the new relationships within the account can help win the next one.
It is true that in some cases the winners are predetermined and the procurement office is just going through an exercise. This is why it is critical for the salesperson to make calls, build relationships, and have a deep knowledge of their accounts. Those printers who upgrade their sales efforts by knowing and influencing customer requirements within RFQs or RFPs can reap large rewards.
Joe Rickard is a training leader and consultant who works with printing and technology companies in the graphic arts to improve their sales and operational effectiveness. He is the founder of Intellective Solutions, a provider of customized sales, operational, and sales management training material and services. Contact him at 845-753-6156, email@example.com or visit MyPRINTResource.com/10164219.