How to get the most out of your quote requests ?

In many companies, requests are poorly followed up. When an offer is made, it is rarely looked at. However, with a few simple tips and good software, you can get much more money out of your efforts.

Tip 1 : Register every information request
A customer calls you, sends you an e-mail or walks into your showroom, ...Record every request, even if the information is incomplete. Write down as much customer, contact and site information as possible. Keep a good record of how the request is received, e.g. via the website, a visit to the showroom, an existing customer, word-of-mouth advertising, an open day, etc.

Tip 2 : Categorize your requests and give them a status
Classify your requests according to numbers e.g. 1 to 3 pieces, 4 to 10 pieces, more than 10 pieces or not yet known. Record the status of each request e.g. additional information needed, offer made, project postponed, project cancelled, lost on price, successfully sold, ....

Tip 3 : Create an organized task list per application
By registering the date of request, the date of the next action and the expected date of execution, you can draw up a clear list of tasks per request. Possible tasks could be for example: requesting additional information, making an appointment, doing extra measurements,...

Tip 4 : Make a clear distinction between the request and the quotation
An offer can be replaced by a second or third offer (a different material or color e.g.) while still only scoring once on the request.

Tip 5 : Prepare your quotation
When you have sufficient information about the request, through e.g. a signed plan or by a site visit, you can prepare a quote. Change the status of the request and, if necessary, adjust the date for the next action. By doing this systematically, you easily keep control of the overall portfolio.

Tip 6 : Follow up on your offer
'Help your customer decide'. Inquire about your customer's interest in time before writing him off. Remember: most quotes become a job through proper follow-up.

Tip 7 : Analyze your scoring rate.
You have carefully registered and followed up all your requests as recommended in our previous tips. Then it is good to analyze whether you score well or badly, when your prospect drops out, which municipalities score well or less well, whether it concerns large or small works, new construction or renovation, which promotion channels have an effect, ... ? This can be done using simple statistics reports and analyses. With the right monitoring software, everything is clear and no information is lost.

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