Sales and customers
How to follow up after sending a proposal
A good follow-up does not ask whether the client has read the proposal; it helps them make a decision. Call with a concrete reason, ask about their doubts and about who else is involved in the decision. End with an agreed next step, even if that step is a no.
How to handle this conversation
Bring something new
Instead of “just checking whether there is any news”, try: “I put together the rollout timeline you asked about. Before I send it, I want to check two things.”
Ask about the process, not only the decision
“Who besides you will review the proposal, and what will they need to say yes?” Often the proposal is sitting with someone you have never spoken to.
Name the doubt nobody mentions
If the client is vague, ask directly: “I sense something in the proposal does not quite fit. If this were not to go ahead, what would the reason be?”
Make no an acceptable answer
“If the timing is wrong, just tell me and we will both save time.” Oddly enough, this often brings the conversation back to life.
I am following up on a proposal
- Difficulty
- Medium
- Duration
- 6-10 minutes
The situation
Two weeks ago the client received a proposal after a good meeting. Since then the only reply has been a short “thanks, we are reviewing it”. The quarter is ending and this deal matters for your target. You call to find out where things stand.
Who you talk to
Department head on the client side
Polite and says the proposal “looks interesting”. Avoids specifics, mentions how busy things are and the board, and answers questions about timing with generalities.
The counterpart also has private goals and information that are never shown upfront. You discover them only through the conversation, the same way you would in real life.
What makes it hard
- The client says everything is fine but gives no decision date.
- The real doubt comes out only after a good question.
- It is tempting to offer a discount right away to speed things up.
Your goals
- Find out what is really holding the decision back
- Learn who else is involved and what they need
- End with a concrete next step and a date
What the report looks at
- Whether the call had a reason beyond chasing
- Which questions you asked about the decision process and doubts
- Whether a discount came up without reason or without something in return
- Whether the call ended with an agreement and a date
Similar conversations
- A client is asking me for a discountHow to respond when a client asks for a discount
- A client picks up after weeks of silenceWhat to say to a client who stopped responding after your proposal
- I am offering a client a bigger packageHow to offer an existing client more without it feeling like a sales pitch