Sales Management: The Right Way to Email Proposals

Articles

In the world of sales management, sending out a proposal is often a critical juncture that can either propel the deal forward or lead to a frustrating standstill. One common scenario that many sales professionals encounter is the challenge of obtaining feedback after emailing a proposal.

Sending a proposal via email and awaiting a client’s response can be likened to casting a message in a bottle into the ocean and hoping for a prompt reply. Imagine carefully crafting your missive, sealing it within the bottle and releasing it with anticipation into the unpredictable currents. The bottle, containing your proposal, bobs along the waves of cyberspace. As the sender, you stand on the shore, scanning the horizon for any signs of a response. However, the vastness of the sea symbolises the uncertainty that shrouds the client’s timeline for feedback. The tides of their decision-making process ebb and flow beyond your control, leaving you in a state of anticipation, much like a castaway awaiting a message from a distant shore.

To navigate this delicate phase successfully, it is essential to adopt a strategic approach that maximises prospect engagement and fosters open communication.

When a prospect requests the proposal via email, the first instinct might be to swiftly comply and hope for a positive response. However, a more effective and proactive strategy is to leverage this opportunity to build a stronger connection with the prospect and increase the likelihood of obtaining valuable feedback.

A crucial step is to express the intention to present the proposal either in person or virtually. This not only demonstrates a commitment to a thorough discussion but also positions the sales professional as a valuable resource ready to address any questions or concerns. A live presentation allows for real-time interaction, creating a conducive environment for obtaining immediate feedback at the conclusion of the discussion.

In instances where a physical or virtual presentation is not feasible, a well-structured alternative is recommended to ensure a streamlined feedback process. Here’s a step-by-step guide to enhance your approach:

  1. Set a decision deadline

Clearly communicate with the prospect about the timeline for their decision. Understanding when they plan to reach a verdict is crucial for effective follow-up and helps manage expectations on both sides.

  1. Schedule a feedback call

Propose a specific time on the decision day when you can call the prospect for feedback. This demonstrates respect for their schedule and shows that you value their time and input.

  1. Calendar invitation

Reinforce your commitment to the scheduled feedback call by sending a calendar invitation. The subject line should explicitly state the purpose, such as “Call for your feedback on the [company] proposal”. This not only serves as a gentle reminder but also establishes a formal commitment in their calendar.

By taking these steps, you proactively engage with the prospect, ensuring a dedicated time for feedback and minimising the risk of falling into sales stalker mode. This strategic approach not only facilitates smoother communication but also positions you as a professional who values collaboration and respects the prospect’s time.

In conclusion, the key to navigating the post-proposal phase successfully lies in proactive communication and strategic scheduling. By emphasising a live presentation or, in its absence, scheduling a specific feedback call with a calendar invitation, you demonstrate commitment, respect and a genuine interest in the prospect’s input. This approach not only enhances your chances of obtaining timely feedback but also contributes to building a stronger foundation for a successful long-term relationship with the prospect.

Looking for more sales management training advice from the team at SalesGuru? Check out our website for a whole library of sales management, sales training programmesarticles and video content.

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