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Scenario 1
The phone rings. It's a prospective client indicating that they' have just visited your website. They're really impressed by what you offer but they need an urgent quote. (They are about to run into a meeting with their boss.) You scramble to prepare a proposal. You never hear from them again. Follow up calls and e-mails go unreturned.
You've just been punked!
Scenario 2
After you send a proposal to a prospective client, they come back to you either:
requesting a lot more detail or
indicating that some element of your proposal was not to their liking.
They proceed to make impractical or unreasonable requests. Communication drags on for weeks (sometimes even months). Eventually, you get an e-mail indicating that they have either selected another supplier or put the project on hold.
You've just been punked!
Scenario 3
You receive a request from a prospective client for something they need next week. Maybe it's a cheap airfare, a venue for an event that they want you to organize, or the name of one of your suppliers. It could be anything. You get the information to them right away. The client gets back to you and says they've decided not to proceed with their plans as it's just too short notice. You later find out from your supplier that the propective client DID use their services.....without you.
You've just been punked!
5 Surefire Strategies to Avoid Getting Punked
1. Be on the lookout red flags.
Is the timeframe for your response very short?
Do some aspects of the request seem unreasonable?
Is the decision making process dragging on and on?
Is the prospective client asking for more and more detail, making you jump through hoops and STILL not making a decision?Â
Watch out. You're about to be punked.
- Short Time Frame to RespondÂ
The short time frame probably means that your client has already decided which supplier they are going to recommend. Likely company policy is to have 3 quotes and you're the 3rd.
- Unreasonable Requests
Likely they have already ruled you out and they are throwing something unreasonable into the mix that they figure you can't possibly meet. This will provide an excuse for turning you down.
- Lengthy Decision Making Process
Likely, there was no senior management approval at the time of the initial request. Your client is busy selling the idea upward and attempting to get this approval. Another possibility is that their preferred supplier needed more time to respond and they are delaying the process to make this happen.
- Too Many Details Requested
Likely the client plans to do everything in-house or hand your ideas off to a cheaper supplier for execution.
- Last Minute Requests
Likely, your contact was overloaded with work. One of their tasks fell through the cracks. They have off loaded it to you and they are using use to do their research for free.
2. Whenever possible, ask for a brief conversation with the key decision maker.
This is usually resisted, however, it's one way of determining if your contact really has the authority and backing to be requesting a quote.
3. Provide basic information in your initial quote.
Don't reveal any specific suppliers, venues, locations, or strategies.
4. Request a small retainer before providing specific details or customized offerings.
If the prospective client won't provide it, they're probably not serious.
5. Ensure that you have an agreement with all of your suppliers to contact you if the prospective client attempts to deal with them directly.
 Obtain an agreement that they'll either:
re-route them to you
incorporate a referral bonus for you into their quote
If a supplier won't agree to this, find other suppliers. If a supplier breeches this agreement, find an alternative fro next time. There are many companies that will be more than willing to do business with you, especially in this economy.
These 5 sales strategies will help you avoid the frustration that come with spinning your wheels during the sales process. Follow them. They'll help you go a long way to avoid getting punked during the sales process.
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