Strategies for contracts

[evo801]

Hi all,

In the process of pushing for contracts on various projects.

One particular contract has literally been left as the client just needing to say yes or no. How would i follow this up as a reminder of interest

What strategies does anyone have in place for getting these pushed forward.

Follow up letters, meetings and the like.

Any sensible advice welcomed

Best Regards

[MoonMonkey]

Ring the client up and ask him?

[PhilLL]

Just asking for the order?!

[Don]

PhilLL said:

Just asking for the order?!

It's amazing how many people forget to ask for the business!

Never assume - always ask if the client would like to proceed!

[evo801]

Not really the advice i was looking for.

These are for specifically big contracts.

[muppetdave]

evo801 said:

Not really the advice i was looking for.

These are for specifically big contracts.

I struggle to see how that's not the answer you're looking for?! Bottom line is, you need a dialogue with your client as to how they intend to progress forward and let you do the work (or not), just the same as a shop assistant asks if you'd like to take that pair of shoes.

That's pretty much your opening question - whether over the phone or in person. From there the conversation may move forward, and perhaps then you need to do additional work, overcome other issues or whatever, but until you ask what the craic is, you won't know!

[spikeyhead]

There are only two rules for a good salesman.

Turn up.
Ask for the sale.

[srebbe64]

The size of the contract is irrelevant. We do deals from £100k to well over £20m and the best deal leaders push the deal through assertively by saying "we need it done and dusted by the end of the month" (or some such).

A good sales person is a good "closer", regardless of the size of the transaction.

One thing you can say is something like "what do you need me to do in order for you to sign the contract by the end of the week?" - or words to that effect.

[V8mate]

srebbe64 said:

One thing you can say is something like "what do you need me to do in order for you to sign the contract by ...?"

+1

[edb49]

Have you asked them what their decision process is early on? E.G. Do they have project timescales, when are they going to make a decision on putting the business with someone? If you know this, you can call them up around these timescales and not seem to "in yer face".