Why Follow Up On Proposals and Fee Quotes…

After months and months of asking a client to follow up on a fee proposal we had sent out through my client’s firm, I decided to call the prospective client myself. I had talked with the prospect initially so it wasn’t entirely odd for me to follow up. Unfortunately, the prospect had already hired a different firm several months prior and questioned why we hadn’t stayed in touch. He didn’t think we were interested in the project because we never called to follow up. Hmmm.

I recently read a statistic that blew me away. By following up on your fee proposals and quotes (in a timely manner), you will increase your win rate as much as 20%. Prospects are often “on the fence” about who to hire – and if you follow up on your proposals and show some additional interest – this often (apparently) tips the scale in your favor.

What would it look like if you were able to increase your win rate by even 5-10% – just by following up in a timely manner on the fee proposals you spend so much time preparing?

What kind of effort does it take to pick up the phone or resend the email – and touch base and follow up?

This is LOW HANGING FRUIT….isn’t it? Tighten your process by a smidge – Follow up on your proposals and fee quotes. Go Grow!