How many deals did you close in 2019? How many are still hanging around? Today, let’s figure out how we can kickstart 2020 by closing deals that are left from 2019. And let’s take a close look at how proposal automation software can help us speed up the process right now, and going forward.
Send a new sales quote!
Sometimes what it takes to close an old quote is simply a new one. Even if there are still days left open in which to breathe life into an old quote (i.e., by signing it), you can often “wake the dead” by simply sending a refreshed quote.
Don’t do this without a heads-up or explanation along with it, however. A brief note can make a big difference: “Welcome to the New Year! I thought we’d start fresh with a fresh quote: same terms [though throwing in a little additional discount or upgrade/upsell couldn’t hurt], same process. Looking forward to moving forward with you in 2020!”
Note: A new quote might not make sense for all the quotes in your pipeline.
What can you do for larger deals with multiple moving parts, deeply detailed product and pricing configurations, or deals that may already have some signatures already attached? Just send an email reminder, or give a call. Sending a new quote could backtrack you from being in front of a CEO to being back with a service rep.
But smaller deals where it’s just you and the customer? Nothing wrong with a fresh quote as a way to breathe new life into an older opportunity.
Iterate your closing process
When is a close not a close? Sometimes, getting a demo — or even a phone number — can be akin to a close as it gets you that much closer to a new customer.
Just like you use your CRM system to track the steps and interactions that happen as you move a lead from unknown to known, and then from prospect to opportunity, you can use proposal automation software to create “mini-milestones” in your closing process that can be impactful to every sale.
Treat every reply, edit, and adjustment you make during the most critical steps of the sales process (when you’re moving a quote from unsigned to signed) as a “closing event.” Not only will this give you satisfaction by having some small wins, but you’ll also be able to identify the turning points in your process that tend to drive sales.
“Calendar” ROI
Every customer expecting a return on their investment invariably has a timeframe in mind for that return. And their timeframe means leverage for any stalled quotes in your pipeline.
First, if you’re not already including ROI in every sales proposal you send, get with the program. Your customer is never just spending money — they’re making an investment.
Sometimes, that investment (and its expected returns) are easy to identify: a modular housing company purchases sales proposal automation software with the expectation that, within six months, they will reduce the time it takes to create proposals by 50%. Easy to define at the outset of the sale process, and easy to measure down the road.
Sometimes, though, that investment may be a little less quantifiable, such as increased productivity or user satisfaction. But ROI is still there and worth mentioning when you try to get 2019’s stalled quotes rolling in 2020.
Remind your prospect of the ROI they could have already enjoyed had they signed the quote. Sending this info is more than fair, and one of the best reasons to reach out and reignite a stalled sale.
Have questions about moving last year’s quotes into this year’s funnel? We’re here and happy to chat!
