Only one thing counts in this life: Get them to sign on the line which is dotted.
As Alex Baldwin says in Glengarry Glen Ross; in sales (or life as he puts it) there is only one thing that counts. Get them to sign on the line which is dotted.
During my time at Docspo I have talked to so many business owners that feels it can be hard to ask for the sale. They don’t want to seem pushy or desperate. So when the customer hasn’t taken action on their proposal or contract. They don’t know what to do.
Most of you are probably familiar with this. You sent the contract, you see that your customer has read it, but they have not yet signed it. You give them a couple of days, but nothing happens. You don’t want the deal to hang in the limbo, but you also don’t want to seem pushy. Are you gonna call them, email them. What are you going to say?
What you need is a relevant and logical reason for calling them up. There for I have made these 4 examples of closing tactics that you can use when following up on a sent proposal or contract. They can work as emails or as a phone script.
Number 1. Go through the contract.
This is the most simple and frankly, you should always be doing this. When you see that a client has read your proposal, Simple call them up and ask if they have any questions.
Hope all is well.
I saw that you have gone through the contract I sent you. Just checking in to see if there are any questions or concerns that is stopping us from going forward?
Number 2. The scheduling
This works better for time sensitive projects. What you want to do here is to make your customer feel that there are other projects that are about to take their place, but you felt so passionate about their project that you want to make sure they get the first shot, before everything books up.
Thanks for the meeting last time. I hope the proposal I sent you was inline with your specification.
I remember you saying that the project was time sensitive and month x is currently filling up so just wanted to see with you first if we should move on with the project?
Number 3. The Ask.
Simple ask their customers if there is anything stopping them from moving on.
Hope you are doing fine!
Saw that you checked the proposal. Wanted to see if there is anything that is stopping you from moving on with this deal?
Number 4. If Ido X you do Y
This one can be used in so many parts of your sales process. It’s super effective especially when it comes to negotiation. The idea is that your customer asks for something. It can be a different payment term, another feature, an extra license or a better price.
If you are confident that you can deliver on the customer request don’t say yes. What you want to say is.
“I can fix X for you if you do Y for me.”
Y in this case can be that they signed to contract today.
With a logical reason for following up with your customers it will be so much easier to pick up that phone or write that email to your client.