Telehealth_2the_Moon
You just had an awesome proposal call, but everyone is going back to their busy lives. What do you do to keep that momentum alive, especially over a long sales-cycle?
6
Contract Close!
Never send anything with pricing over email unless there's a contract with it.
This requires your prospect to make a verbal commitment on the next step, and at least respond opposed to ghost you if they decide to not move forward.
Never send anything with pricing over email unless there's a contract with it.
This requires your prospect to make a verbal commitment on the next step, and at least respond opposed to ghost you if they decide to not move forward.
For sure, I never talk pricing for the first time via email. If you want to know pricing then we have to get on a call to talk through the proposal. It helps show their level of engagement.ย
Is "contract close" a specific technique though?
Is "contract close" a specific technique though?
100.
When you walk through the pricing on the phone/video let them dictate next steps.
If they don't, work on talking through next steps.
When they ask for you to send it over or email the proposal, that's when you close them on just taking a contract.
There's a slew of talk tracks and a conversation roadmap behind it, but it ensures that you're not just a quote messenger and we are actually completing a task by me sending the "price".
When you walk through the pricing on the phone/video let them dictate next steps.
If they don't, work on talking through next steps.
When they ask for you to send it over or email the proposal, that's when you close them on just taking a contract.
There's a slew of talk tracks and a conversation roadmap behind it, but it ensures that you're not just a quote messenger and we are actually completing a task by me sending the "price".
Yeah I like that a lot. I do the same thing with walking through things. I usually frame it up as "Usually after this step in the process, we will do X or Y, what are your thoughts on that?" as a way to get that going live after talking pricing.ย
Yeah that's great.
You have to first respond to them once you deliver the cost.
If they want next steps (email the proposal) you go to the contract close.
If they are stagnant and say okay cool - essentially giving you an NDR (No Decision Response) - then you have to outline next steps and ask for the sale.
You have to first respond to them once you deliver the cost.
If they want next steps (email the proposal) you go to the contract close.
If they are stagnant and say okay cool - essentially giving you an NDR (No Decision Response) - then you have to outline next steps and ask for the sale.
Frequent follow ups. Let them know that they're on your mind
And ping relevant stories with data they can get behind.
Not content for the sake of content, but well thought out content.ย It would surprise you how often prospects really do click on links!
Not content for the sake of content, but well thought out content.ย It would surprise you how often prospects really do click on links!
100%
Ask for the close, seems like you have them at the height of impulse and the longer it stretches out the more likely it is to go cold. Do you get them to commit to a date and tie it to an incentive?ย ย
That's a great point. Even on complex, long-cycle deals you can add some motivation.ย
Once they have the product/ service concept down and it will work for them. They need a push and timeline to get the work done, otherwise they delay receiving value indefinitely.ย
You should post this again. I'm shocked it didn't get more answers.
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