Not being able to send an offer quick enough.
In my previous post, I shared just one of the stories around the fact that even if a potential customer gets out of a meeting with you and enthusiastically asks for an offer, that doesn’t mean you got the business.
In this one, however, I want to switch gears a bit and talk about another “extreme”, let’s call it.
At the early days of 356labs, we didn’t have an easy way to send an offer when we were asked by a customer. Why is that, you may ask? Answer is simple — there’s just numerous other things that are bigger priority than that. Thus, whenever we were asked for an offer, we were creating it from scratch. This was just… more reasonable.
To be honest, that “algorithm” worked fine. However, I believe (no data to support it!) that because sometimes it took us more than a week to come up with an offer, there were a few customers that we missed. Or at least our chances of winning some business became even smaller. Why I am thinking that is because when you want to buy something and you hit an obstacle for a week, your “willingness”, let’s call it, to buy that same thing is not the same. There is just a moment when the customer is in the mindset of buying and when you miss it, it is really hard to make him go back there emotionally.
So my lesson from this one is probably something like this — when you send your first 3–5 offers, take a look at their structure and content. Create an adaptable template(PowerPoint can be of great help here because you can export in PDF from it!) or figure out the way(based on your business) that will allow you to come up with offers for the potential customers fast. Don’t let the customer wait for a week in order to get your offer. Just… don’t.