As most of you know, I operated a very successful quick printing firm for 23 years. One of the keys to our success was closely monitoring and managing our estimating department.
We measured everything and always had a pretty good idea of what worked and what didn’t work when it came to pricing and estimating. Over a period of many years, we were able to determine that we would “win” about 31% of all call-in bids. One day, by accident, we discovered a little secret selling power phrase that dramatically increased our success rate on call-in bids and estimates. When we used this idea, we went from a 31% success rate to a nearly 50% success rate.
Here’s what we did: As we were nearing the end of our phone conversation, we would give the prospect the price and then wait for them to say something. Then, as soon as they said something — no matter what it was — we would say, in a very upbeat way, “Would you like me to have someone stop by and pick up your order?” Many times, they would say yes.
It sounds simple, but it worked like magic.
The hardest part was getting my employees to say it. But when they did, we had a vastly improved success rate on our estimates. Needless to say, we continually trained and retrained our customer service team to always include this question. I would urge you to consider using this as part of your estimating strategy. I would also add, as odd as this sounds, don’t change the wording at all. When we would say, “Can I stop by and pick up your order?” or “Can I have my delivery driver stop by and pick up your order?” it didn’t work nearly as well. I can’t explain it, but the simple phrase, “Would you like me to have someone stop by and pick up your order?” worked better than anything else.
I wish you success.