Following Up After Proposals: Sealing the Deal

As February kicks in, month off to full swing,
Sales pros duke-ing-it-out, ding ding.

Ping for progress, honk for the gold,
We’re just getting started—let’s be bold!

Bumpity-bump, with ideas that flow,
Building connections, let’s put on a show.

Honk, ping, bump—let’s keep the pace,
With That Follow Up Fix, you’re in the race!

January’s done, but the goals remain,
Stay focused, stay hungry, don’t lose the aim.

Here’s to the journey, the wins we’ll claim,
We’re shifting months—let’s light up the flame!

"All things being equal, people will do business with, and refer business to, those people they know, like, and trust." - Bob Burg's wisdom from "Endless Referrals" perfectly captures why follow-up after proposals matters so much.

🎯 The Problem:

Most salespeople either vanish after sending proposals or become overly aggressive, damaging their chances of closing the deal.

😫 The Reality:

Your proposal is competing with other priorities, other vendors, and sometimes even internal solutions.

Without proper follow-up, even the best proposals get lost in the shuffle.

💡 The Solution:

A structured, professional follow-up system that guides prospects toward a decision without pushing them away.

Unfortunately, most sales teams fail at proposal follow-up.

Here's why:

The #1 Reason: Lack of a clear follow-up strategy after proposal submission.

Other key obstacles:

· Fear of appearing desperate

· Uncertainty about timing

· Poor messaging choices

· Inconsistent follow-through

Let’s explore 3 steps to improve.

Step 1: Master The 7-Day Post-Proposal Plan 📊

A well-structured follow-up plan can transform a proposal from a single event into a powerful series that nurtures your prospect’s decision-making process.

Let’s break down each day in this 7-day approach:

Day 1: Confirmation Check

• Verify Proposal Receipt:
  Kick things off by confirming that your prospect has received your proposal. This not only eliminates any ambiguity but also sets the stage for conversation. And the ones who got ahead? They would have established what’s next during the previous interaction.

• Answer Immediate Questions:

  Create a safe space where your prospect shares comments or concerns. They feel invited in. Not repelled. Addressing the elephant up front sets the tone and building blocks of trust.

• Set Next-Step Expectations:
  Clearly outline what they can expect in the coming days. Whether it’s another touchpoint or a follow-up meeting, setting these expectations early on helps create a roadmap for the decision-making process.

Day 3: Value-Add Touch

• Share Relevant Insights:
  Shock and awe value post proposal tied directly to your prospect’s needs. This could be an industry trend, a market analysis, or a case study that surprises them after the fact.

• Offer Additional Resources:
  Provide mapped resources like whitepapers, blog posts, or even a brief video demonstration. These mapped materials reinforce the specificity of the proposal to their major needs, wants, wishes, and desires.

• Reinforce Key Benefits:
  Shine a light so bright they cannot miss the glow. Lighting up any storytelling or customer success triumphs, helps keep your offering top of mind.

Day 5: Gentle Progress Check

• Ask About Initial Thoughts:
  Now that your prospect has had a bit of time to digest your proposal and additional content, find out what is on their mind.

• Address Concerns:
  Bring attention to any hesitations or challenges they stalling a decision. Address these concerns head-on by walking with them in their shoes.

• Provide Clarifications:
  Be prepared to offer further details or clarify any aspects of your proposal and loop back a question to them to ensure understanding. “Have I explained that enough for you to make sense of it Mr. Prospect? Is there anything you need further clarification on that I missed helping you fully process it? I don’t want us to walk away from here without you saying to yourself, I get it.”

Day 7: Action Planning

• Discuss Implementation Timeline:
  Now is the time to talk about what happens next. Work together with your prospect to sketch out a realistic timeline for implementation. This not only shows your organizational skills but also helps in visualizing the future success of their business.

• Share Success Stories:
  Reinforce confidence by sharing real-life success stories or testimonials. Even invite them to hear directly from a willing current customer if needed. Demonstrating how others have successfully navigated similar decisions can be the nudge your prospect needs.

• Outline Next Steps:
  Tie down immediate next actions, whether it’s scheduling another meeting, drafting a contract, or coordinating a free trial. This ensures both parties are aligned and know what to expect moving forward.

Remember; as always, these are guidelines and not absolutes.

Map what’s necessary to your buyer’s journey and sales process.