We’ve all been there, more often then not lately – you work hard on a finely tuned proposal making sure you have covered every aspect of the client’s request. You submit the proposal and wait…and wait…and wait and you wait some more. We are all very business these days and your clients and prospects are probably 
even busier then you are. Getting back to you is pretty low on their list of priorities, so what can you do to make sure your proposals are not lost in La La Land?
The last thing you want to do is nothing, you need to keep your name in the game and follow up effectively and frequently. Here are three ways you can keep your name and proposal from being lost in the shuffle.
Leave a “final” message. You need to put some sort of closure to the process by leaving a voice mail that sounds something like: “Hey Joe, I haven’t heard from you regarding the XYZ project and realize that it is not going to happen in the timeframe we had discussed. We are still interested in producing this project for you, if and when you are ready to move forward. I will be in touch again next month to follow up.” You should also send the same message via email – sometimes you will get a prompt response from an email that was fueled by the earlier voice mail.
This is even more critical if the project was awarded to another firm. Call just to see how things are going and ask how the project turned out. You may find that they selected the lowest bid and got just what they paid for – if this is the case, be sympathetic and concerned, never say anything like “I told you so” or “that wouldn’t of happened if you would have used my company”. Then simply ask if any new projects are coming up or if you can help fix the current problematic project.
Stay in touch. Don’t be a stalker, but you need to keep your name and your company’s name in front of your current clients and even more so in front of your prospects. A well though out Marketing Plan that includes keeping in touch is essential to retaining customers and gaining new ones. Using Promotional Products, Greeting Cards, Email Newsletters and Social Networking sites like Facebook and Twitter are some of the best ways to keep your name in front of decision makers in turn keeping you and your proposals out of La La Land.
Tim Somers
Bizarre Promotions, Inc.
Good essay Tim,
The greeting card suggestion is a great idea. I send Christmas Cards to clients and prospects I’ve worked with enough, that they could reasonably be expected to remember me. I add a small label at the bottom of the card, noting a food bank we’ve contributed to on their behalf, or similar thought for the season — never a sales pitch.
One key technical prospective recommender I had in a large financial services firm was a recent immigrant with an Indian name. Some suppliers might have skipped using his mailing label, for fear of offending his religious sensibilities, or maybe to save postage. About a week before Christmas that year he asked to have a small pilot test of our product. I brought out the item, and noticed that he had pinned our card up on his cubicle wall. No one else in the large open office had received, or put up any at least.
We went on to supply his bank for 8 years
On the proposal/ rfp/ rfq suggestions, I always suggest that our reps do eveything possible, very early on, to find significant benefits unique to our offering, and tactfully try to have them included in the proposal.
Every RFP, RFQ or needs analysis for a proposal is written with a vendor in mind.
Happy motoring,
John Connolly
John,
Thank you for the comment and reiterating the importance of a simple greeting card. I love to hear stories of success like yours.
Tim