I'm a fan of Perfect Copier web quoting tool, because web based quoting tool saves me an incredible amount of time.
Over the last two months I've done about twenty proposals. Out of the twenty, eight of those have closed, six are stalled, five are still open and I lost one.
I want to dig a little deeper and explain how I use Perfect Copier. If you're familiar with quoting tool you'l know there's a feature to email the proposal to the client or print the proposal. To date I've never printed a proposal, not because I don't like it but rather the way I deliver the proposal.
Okay, I'm pretty good at seeing the forest through the trees. What I saw was an extremely unique deliverable to the client that no one is using. After finishing my first quote I went out to my Verizon store and purchased a new iPad with the cellular card. It was cheap. something like $40 a month for 2 years.
The Plan
I develop my proposals either at the office or at my office. Matter of fact, I've developed proposals as late as 2AM in the morning. Thus, I set the appointment with the client, I double check my web based quote and it's off the client I go. In front of the client, I draw out the IPad, log in to Perfect Copier and then show the quote on the iPad and review with the client. Right, one other item, I have all my my documents ready to write the order. It's impressive to say the least and that I'm the only one who is different from everyone else. There's a lot to being different, different gets you remembered.
Thus, if no buying decision can be made at that time, I will email the proposal in front of the client and make sure they have received it.
I'm not a fan of emailing proposals, however we all know that every now and then you have to do for several reasons. First being that the client maybe to far away, secondly it's a one off small A4 device, there's no money in the deal and I still need to send them something.
Client Experience
I'm an avid reader of marketing and branding content. One of the topics that I keep reading about is the client experience with a brand. Did they enjoy doing business with you, did they find the process simple and easy, will they tell their family and friends? Was the process painless for them? I hate to say this but our industry is still taking orders like it's 1986! Let's give our clients an experience that we're a really cool technology company that has a really awesome deliverable.
Back Office Integration
Ah, the best laid plans of mice and men. Too often a great program does not make things easy for the sales team. I had a client tell me last week that he spent a ton of money on SalesForce and it's been his biggest nightmare because of integration and costs. What was suppose to be simple was not. After his contract expires he is dumping SalesForce!
I work with two systems. I hate to mention names, but I'll say this I work with the Tibetan brand and Perfect Copier. I use Perfect Copier for all of my proposals and the Tibetan software for the order docs. When I get the order, I'll then finish up the order with the Tibetan software. It's as easy as that.
Closing
I'm not software pro, nor am I a youngster that grew up with computers, tablets or smart phones. I believe in the product, I'm a user and I keep seeing improvements that can only help me be more productive.
-=Good Selling=-
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