Tips to Improved Quoting
“Procurement matters significantly in tough economic times: correct solution, right price and good service really matter” – by Gavin Robertson
The opportunity to quote a customer on potential work is of great value. New business can be won or lost at this point in the relationship, so it is important to take the time to assess the required work in its entirety. Consider all factors that could impact on the job so as not to over promise. Then, produce a quote that accurately reflects the cost and timeline of the job so that your client is not disappointed.
It is always critical for sales people to protect their revenue with a price that is fair for both the supplier and customer, this can be achieved through accurate quoting. Value Added Resellers should always get the correct solution quoted by your distributor and/or developer before quoting a customer, never quote blind. Rand volatility is another reason for always obtaining a supplier quote first.
An incorrect quote leads to revenue erosion and a negative customer impression. Correcting or having to re-quote will result in time wasted which needs to be recovered in monetary terms from suppliers or other customers. The reputational damage suffered through incompetence is more difficult to recoup as the trust relationship needs to be re-established.
It is important to package the correct solution for the customers’ needs. Suppliers often have different solutions to fit different budgets. Understand your customers’ needs through a comprehensive assessment which should involve questions around requirements and expectations as well as an onsite visit to establish the environment adopting the solution you propose.
Try to anticipate any technical issues that may arise during the installation process so that the client has a clear understanding of the nature and scope of the solution. For this reason, it is vital to know the capabilities of your product and the solution you offer as well as the process necessary to get it all up and running. Like a waiter in a restaurant the sales person is the connection between the starving patron and the kitchen staff…all dietary requirements need to be communicated, the time line established and process managed to receive a tip.
Referrals for future work will be based on the expectation the client has of the job and the reality of the work carried out. Some unforeseen issues may arise but try to mitigate these during the assessment process to produce an accurate quote.
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