So as a business owner you spend a lot of time putting in the ground work all with the aim of a potential customer getting in touch and saying “I am interested in your work and would you be available to discuss what we are looking for?”
As a business owner this is a great moment. It is a moment when all of your marketing work comes to fruition. You have spent time and possibly money investing in your marketing activities and the time then comes for a quote. There is no greater feeling, however you know that the work is far from done. The realisation then sets in that there is more work to be done and you need to really understand the customers needs.
The Hubspoke Approach
Our approach is customer centric. We approach the quote/meeting with a blank agenda. We very much let the customer frame the brief and then we look at how we can best server that brief with our services.
How do we do this?
Well it all starts with the what. The customer needs to tell you what it is they are looking for. Now this could be simple in the first instance – “we want a video”. We usually then follow up with what do you want the video to do or what story do you want it to tell? These two questions allow you the customer to really tell you what they want the work to achieve and you can understand the outputs they want to see.
Dig a little deeper
So the customer has shared some more information with you. Hopefully the customer has shown you what they really want and what they want the work to achieve. Now that you have established this you can begin to delve a little deeper and start capturing and adding some details that add to the brief.
Hopefully now the “work” has taken shape.
This is still a marketing step. In our quotes we provide as much detail as possible. This is in order to frame the proposed works and clearly communicate the pricing and supplementary information within the quote. Break it down as much as you can and reasonably makes sense to do so for the client’s point of view.
One of the biggest steps in quoting, always follow up. Even if it is to find out that the client does not want the work. Following up shows that you are interested in their business and would value their custom. This doesn’t need a hard sell approach, just be realistic and take a soft approach. If the client has found an alternative option you should still leave a positive impression as you never know if you may need it in the future.
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