After submitting a proposal, many consultants wait a short period of
time--maybe a few days or one week, before contacting the potential
client. The purpose is to find out if the proposal has been accepted,
rejected, or if modifications are necessary. Contacting the potential
client once is professional and acceptable. However, if your phone call
or email is not returned, you will be tempted to repeatedly contact
the potential client for an answer.
Resist this temptation. Hounding the potential client for an answer
does not improve the situation. Don't take it personally. After making
your one inquiry about the proposal's status, forget about it and move
on. Begin searching for the next potential client.
This practice of submit-follow up-move on defies conventional sales
methodology where people are trained to continuously follow up with
prospects in order to get sales. However, this method works for these
reasons: 1. You have no idea what has happened at the company and why your proposal
hasn't yet been accepted. Perhaps the entire project got cancelled?
Maybe quarterly earnings were disappointing and a layoff is now in the
works? The possibilities are endless and constant speculation for an
answer can drive you crazy!
2. The potential client knows how to contact you. Once you've submitted
the proposal and followed up, you've done your part. Let them make the
effort to contact you to discuss proposal changes and clarifications.
When they do, it demonstrates their interest and you are one step closer
to being retained.
| It is of course not full article. You should login first to show full article. If you have not account, please register. It is FREE!!! |
Copyright 2002 by Paul Bednar. He writes a free newsletter about
the business aspects of freelancing. Each issue contains an
informative article, answers a common question, and shares a
lesson learned. Visit http://www.free-agent-information.com to
subscribe or email mailto:subscribe@free-agent-information.com.
|
