How do you keep the conversation going after a sales proposal?

1 Confirm the next steps

The first thing you should do after sending a sales proposal is to confirm the next steps with your prospect. This means setting a clear timeline, expectations, and responsibilities for both parties. For example, you can ask them when they plan to review the proposal, who else is involved in the decision-making process, and what criteria they will use to evaluate it. You can also suggest a date and time for a follow-up call or meeting to discuss any questions or feedback they might have. Confirming the next steps will help you avoid ambiguity, confusion, or delays in the sales cycle.

2 Provide value and insight

The second thing you should do after sending a sales proposal is to provide value and insight to your prospect. This means sharing relevant and helpful information that can educate them, address their objections, or reinforce your value proposition. For example, you can send them a case study, a testimonial, a blog post, a video, or a white paper that showcases how your solution has helped similar customers solve their challenges. You can also share industry trends, best practices, or tips that can help them improve their situation or achieve their goals. Providing value and insight will help you build trust, credibility, and authority with your prospect.

3 Ask open-ended questions

The third thing you should do after sending a sales proposal is to ask open-ended questions to your prospect. This means asking questions that invite them to share their thoughts, opinions, concerns, or feedback about the proposal or the solution. For example, you can ask them what they liked most about the proposal, what questions they have, what challenges they foresee, or how they feel about moving forward. You can also ask them how they are doing, what their priorities are, or what their expectations are. Asking open-ended questions will help you uncover hidden objections, understand their needs, and keep them engaged in the conversation.

4 Show enthusiasm and confidence

The fourth thing you should do after sending a sales proposal is to show enthusiasm and confidence to your prospect. This means expressing your excitement, appreciation, and conviction about the opportunity and the solution. For example, you can tell them how much you enjoyed working on the proposal, how confident you are that your solution can help them, and how eager you are to hear from them. You can also compliment them on their vision, goals, or achievements, and acknowledge their challenges or concerns. Showing enthusiasm and confidence will help you convey your passion, sincerity, and professionalism to your prospect.

5 Use multiple channels

The fifth thing you should do after sending a sales proposal is to use multiple channels to communicate with your prospect. This means using different modes of communication that suit their preferences, availability, and style. For example, you can use email, phone, video, social media, or text to follow up, depending on what works best for them. You can also use different formats, such as text, audio, video, or images, to deliver your message, depending on what captures their attention. Using multiple channels will help you diversify your touchpoints, increase your response rate, and create a personalized experience for your prospect.

6 Add a sense of urgency

The sixth thing you should do after sending a sales proposal is to add a sense of urgency to your prospect. This means creating a reason or a motivation for them to act quickly and decisively. For example, you can remind them of the benefits, value, or ROI they will gain from your solution, or the risks, costs, or losses they will avoid by not delaying. You can also create scarcity, exclusivity, or incentives, such as limited-time offers, discounts, bonuses, or guarantees, to entice them to take action. Adding a sense of urgency will help you overcome procrastination, competition, or indecision from your prospect.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?