How do you make an impression after sending a quotation?
Maarten de Winter | 31 August 2016
As you probably know from experience, you don't know what happens to a quotation after you send it. Do they read everything from A to Z, do they only scan the price or does the quotation even end up in the bin? How nice would it be to know what the recipient thinks of the quotation? Or where there is a need for more information. And if the recipient feels that you anticipate this and therefore understand exactly what it's about.
There is a big chance that you know what website statistics are. Your organisation probably uses analysis software such as Google Analytics to gain insight into the comings and goings of website visitors. However, when it comes to quotations, we are all groping in the dark - the 'measuring is knowing' mantra has not yet penetrated.
There is now an online application, Offery, which not only helps you to make quotations more visually appealing and impressive, but also provides more insight into such things as:
- Is a quotation opened?
- When has the quotation been opened?
- How many people have viewed the quotation?
- How much time do they spend on the quotation?
- And which parts of the quotation are read or not read?
Offery works with building blocks that make the quotation strong and well-organised. These allow you to highlight various quotation elements, such as adding testimonials, a company film, references, product information, atmosphere impression, FAQ, action plan and contact persons.
(Below is a graph showing visitors per day. Because there are 2 peaks, this quotation was probably followed up a little after May 10. No decision had been taken by then, so we tried again on May 26).
With Offery Analytics you can see which offer building blocks score well. The statistics show, among other things, how often the various building blocks are clicked and how much time the recipients spend on them.
You can literally see what happens to your quotations. Following up with targeted questions and providing additional information change the type of conversation. You can achieve the following with this:
- your prospect will like you because you will give him additional information that may be of interest to him
- you stand out from your competitors
- you make sure that you stay top-of-mind during the decision-making process
- But perhaps most importantly, give the prospect the feeling that you are a mature company. This is especially important because research has shown that this is seen as very important by buyers.
People feel heard and understood and are therefore more inclined to do business with you. Because you can see how long the potential customer looks at each subject, you can continuously optimise the content of quotations for the very best result.
(Below is a graph showing the number of times the building blocks have been viewed. You can see the exact number by hovering over the building block).