הצעות מחיר הן אבן דרך בתהליך המכירה ללקוחות, אך משום הן נושא שאנחנו ממעיטים בערכו ובחשיבותו. מחקרים מראים שלקוחות מתנגדים, בממוצע, בין 6 ל- 8 פעמים לפני שהם מחליטים לרכוש. אותם המחקרים מוכיחים גם שיותר מ-85% מאנשי המכירות פורשים ב- "לא" השלישי. אז איך אנחנו בעצם ניגשים לזה?
First step: Respect the customer
We need to make the client feel as comfortable as possible in communicating with us, evoke a good feeling in him and make him feel welcome. The intention is not to flatter, but to talk as much as possible about the client and as little as possible about ourselves. What is the right way to do this, without making the customer uncomfortable?
- Let's start by usingCustomer logo of the bid. We will place it so that it will be the first thing the customer sees.
- On the upper right we will indicate in honor of whom The price offer document is intended - the customer's name, his title and the company he works for. The customer will immediately feel respected. Note that you verify yourself, both in the spelling of the name and in the exact title of the person!
Step two: make a personal contact
There is no one who does not want to know who is dealing with him on the other side. How do we manage to establish a personal relationship with the client, create an acquaintance between us and make him feel comfortable during the engagement with us?
- Plant, in the upper left corner - Your passport photo. לא את התמונה של הויזה לארה"ב, רצוי שתחייכו 🙂
- How much should we talk about ourselves? the necessary minimum. Establish yourself as an authority in your field, be precise according to the client's needs and formulate for yourself between 2-3 sentences that highlight your strengths. Beyond that, you may risk creating antagonism!
Step Three: Draft the content intelligently
The most important step, not surprisingly at all, is the content formulation step. How do we make sure to formulate our price offer in the best possible way?
- הימנעו ממילים כמו "מחיר", "עלות" ו"תשלום". במקום מילים אלו, השתמשו במילים כמו "השקעה"! A bit strange, maybe not intuitive but definitely has a great impact on the customer.
- Be sure to formulate in a short, focused and clear way on the one hand, but interesting and fascinating on the other hand. What would you like the customer to remember from the quote? what does he get
- In a conversation with the customer, understand them The measures of success His. Include them in the quote, speak their language and identify with their goals.
- The customer uploaded questions or shortcomings during the conversation? excellent! Answer everything in the quote. Be honest and real, make an effort and try to meet his needs.
- Attach to the document the The ultimate goal that you see before your eyes in the process of contacting the customer. Our recommendation, formulate for yourself a number of sentences that revolve around the topics prevalent among the customers and simply adapt the message to the customer and the conversation that was in front of him in the sales process.
- increase the transaction value In front of the customer! Any added value, bonus, gift you can offer - it's fine.
Step four: Decorate the document
Are you done drafting? excellent. Now you have to go through everything, check proofreading, edit, make sure there are no unnecessary commas and spaces and of course - correct spelling errors. After finishing the review, we come to the most important stage, and that is - decoration! Don't worry, it's not about flowers and hearts.
- Follow it Highlights. Find the words that convey your message and emphasize them. People skimming through the bids will pick up on these messages and that's exactly what you want to happen.
- wrote in the highlights. Highlights are easier to remember than entire paragraphs, and they space out your document!
These were our tips for writing a quote in the best way,
Hope you will help them!
Successfully! 🙂
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