Developing your business involves growing it and therefore, often, increasing turnover (find out how here ) and/or margin.
Turnover may increase in value and/or volume:
Value : by increasing unit prices (at constant volume)
Volume : by increasing the volume of quantities sold due to cross-selling, upselling or promotions.
Among the volume, you must also take into account the how to build phone number list request for quotes. It is essential in your sales funnel, the famous commercial "pipe" where your business opportunities are classified .
Example :
You know that for every 4 quotes, you make a sale. Your quote-to-customer conversion rate is 1 to 4, or 25%.
Let's assume that:
your average quote is €10,000
your monthly turnover target is €150,000, or 15 contracts signed on average.
You would therefore need to generate 60 quotes per month to achieve your objectives . You can then set these quote objectives with your sales representatives, by sector, by product or by segment.
So, once the objectives have been set, how can we increase the demand for quotes and transform them into purchase orders?
word of mouth quote requests
In the age of the internet and word of mouth 2.0, getting recommendations remains the best way to make yourself known and make proposals. There is nothing better, or more effective, than a prospect who calls you to ask you to “price” a particular job, solely on the basis of a client recommendation .
“I am calling you on behalf of Mrs. Payet, for whom you have just redone the kitchen. She is great and we would like to have a similar product.”
You can also be recommended based on your reputation or notoriety (find out how to improve it here ), but also on your ability to influence or because you are recognized as the expert, or even the reference in your sector of activity.
Recommendations are also the ratings that prospects and customers give you on the web : your Facebook page, your comments on Linkedin and Google My Business (establishment profile). In tourism, it is also Booking or TripAdvisor. In some sectors, it is still sometimes the online yellow pages.
“Customers selling to customers” is a key driver of growth champions.