Ed Gandia explains how to follow up with prospects who haven't decided on your proposal. He focuses on using deadlines to push them off the fence and toward a yes or no.
Welcome to the High Income Business Writing Podcast, helping you propel your writing business to a whole new level. And now, here's your host, Ed Gandia.
Here's an idea that will help you not only follow up with prospects more effectively once you've sent them a quota proposal, but also help get prospects off the fence faster. So we've all had this experience where we send out a quote and we follow up and it's just silence. And we keep following up and nothing. And now we're really struggling, especially if it's a really big opportunity because you really thought you had a good chance at this and you're not really getting a response. Or if you're getting a response, maybe it's, yeah, we're not sure yet, or something that's non committal. So how do you avoid these things? Look, at the end of the day, you're not going to be able to avoid these situations across the board. Okay? They are still going to happen. It's just part of being a business. But you can drastically minimize it and you could do that through a very simple practice, and that is the practice of putting a deadline on your quote or proposal. This is something that I avoided for a long time because it always felt contrived to me. If I put a deadline, I always associated the deadline with the actual fee, as if prices are going up because of inflation or fuel prices or something like that. And everyone could see through that. That's why I never even attempted it. But then one day it hit me. It's not about that for you and for me, the deadline is not about fees going up, although that should be part of the.
