How to Win Your Next ‘Cattle Call’ Proposal Bid

A customer asks you (and your competitors) to quote a project. You’ll write an email, draft a proposal or book a meeting in response. Next, you’ll pitch. You’ll use Jeff Hoffman’s “why you, why you now” approach to create urgency. But what if you, instead, politely declined the “cattle call” by asking questions?

Who Moved the Sales? Why marketing attribution is so crucial to track, yet so hard to doA customer asks you (and your competitors) to quote a project. Or a prospect invites you to discuss a relationship. You’ll write an email, draft a proposal or book a meeting in response.

You quickly research the prospect to understand the current business scenario. They appear ready to change … ditch the status quo.

Next, you’ll pitch. You’ll use Jeff Hoffman’s “why you, why you now” approach to create urgency. You’ll flash the potential buyer a list of benefits, your customer list, maybe a testimonial or two and a bid or cost estimate.

But what if you, instead, politely declined the “cattle call” for proposal bids by asking questions?

Have You Considered This Approach?

By giving prospects what they ask for too soon, we lose the opportunity to present ideas your client may not be considering. Ideas that cost more and benefit customers likewise.

What if you resisted pitching and presented a more expensive idea? Sound crazy?

Sales trainer, Josh Braun, brings this idea to life.

He needed someone to record a live workshop. So he posted an ad. Within a few hours he received five bids.

All were $500 and based on the length of his workshop. But one provider didn’t provide a price. Instead, he responded like this:

“Josh, I can help you monetize your live workshop by taking advantage of three things you may not have considered. Open to chatting?”

Curiosity is a powerful motivator so Josh agreed.

“During the conversation the provider understood my motivation for recording the event. Then asked a series of ‘have you considered’ questions,” Braun says.

These were:

“Have you considered interviewing people after your session and using the clips as testimonials for your website?”

“Have you considered creating a trailer that you could use for promotional purposes?”

“Have you considered adding an extra camera so you can get the audiences reaction, leading to a more engaging video?”

“Have you considered editing your video into segments so you can easily upload them?”

This one provider separated himself from the competition by showing Braun what’s possible.

“He upped the perceived value of his offering,” says Braun. “I said yes, before he even gave me a price which was twice the price of his competitors.”

Next time you’re invited to bid, consider declining; instead, present upside implications of ideas your client may not be considering without discussing price.

Resist Asking Qualifying Questions

By providing proposals too soon, we squander the opportunity to help clients prepare to buy. Especially if you sell complex solutions. We also drive customers away with questions that qualify them for solutions.

Think about the questions you ask clients when sizing them up. They understand the intent of your questions. Of course they do.

Bottom line: Your questions are screaming “Are you ready to buy yet … ok … when?” Instead, they should be screaming “I can help you prepare to manage — and then execute — the nasty change your decision is going to cause.”

Instead, try asking neutral questions. This shows a bias to the client’s internal change challenges.

It shows you care about their challenges more than placing your solution!

Imagine telling the boss, “I’m following up the bid request, but not responding with a price, nor asking qualifying questions.” Sounds crazy. But what if you, instead, offered the prospect conversation about internal change needed to solve their problem?

For example, rather than asking, “When does it feel like you would be ready to make this investment?” ask “How would you know if — and when — it’s right to make this kind of change?”

The first question is clearly biased to your goal of placing a solution. The second is biased only to the customer’s decision-making process and leaves the door open to “no.”

Start With a Mindset Shift

Here’s another way to frame your mindset: What created the buyer’s status quo situation is more important than your solution. Right? Ask questions to uncover the internal decision processes your customers use to create change … change leading to solution investment.

Bottom line: We sell change. Our clients’ obstacles to change are more important than our solutions. Mine too!

Our solutions don’t matter — even if they will fix (or advance) clients’ situations. 

What matters is deciding if a buyer is able and willing to change … and helping advance that change, if (and when) it’s best.

Too often we give in to temptation … start talking about ourselves. After all, the prospect just asked us to pitch. They’re ready.

But are they? Are they truly ready to buy? Is this the decision-maker? Are there others involved? How mature is the need … where are they in the problem-solving (not vendor selection) process?

These are the questions you need answered — in order to close complex sales.

What is your experience?

Picking the Right Social Selling Training: A Cheat Sheet

Social selling training is on the agenda for B-to-B sellers in 2014. Sales reps and dealers are under increasing pressure to speed-up prospecting using LinkedIn, blogs, Twitter and more. But how can you choose the best social selling training or trainer for your organization?

Social selling training is on the agenda for B-to-B sellers in 2014. Sales reps and dealers are under increasing pressure to speed-up prospecting using LinkedIn, blogs, Twitter and more. But how can you choose the best social selling training or trainer for your organization?

Here’s where to start. Follow these steps to make the best decision. Plus, I’ll show you a way to make sure you, personally, benefit in the eyes of your boss.

7 Point Social Selling Checklist

  1. Create selection criteria and request for proposal email.
  2. “Short-list” candidates and solicit proposals.
  3. Review proposals.
  4. Interview best candidates & check references.
  5. Negotiate, review and sign contract.
  6. Assess your team.
  7. Start the training and report effectiveness.

Want to get started on this process? Print-off this Social Selling Training Cheat Sheet PDF. (No registration needed)

Selection Criteria
Will your sellers learn social selling tactics or will they start doing? Only consider training that:

  • teaches a practical, repeatable system based in traditional copywriting skills,
  • helps sellers take “first steps” to apply the system,
  • promises outcomes like more appointments & more response for sellers, in less time.

The more you stick with the above criteria the more you’ll be able to measure the performance of your training investment.

When considering what social selling trainer is best for you consider the instructional design. Only invest in training that:

  • includes worksheets that get sellers DO-ing, (not just learning)
  • is directly relevant to current challenges, goals and ambitions of your sellers,
  • focuses on a balance of platform (eg. LinkedIn) and prospecting tactics and

Beware of social selling training promising outcomes other than measurable increases in response to—and appointments with—your reps and dealers. Hire a trainer who measures his/her own success based on sellers taking action. (not merely repeating what they learned)

Place all of your criteria in a short, focused request for proposal (RFP) email. You’ll put this list of requirements to work in the next step.

Cost and Delivery of Training
Overall quality of the trainer, skills the training will develop and delivery of the training. These factors drive cost.

If your team is geographically disbursed an online training will be most cost effective. Are your sellers ambitious do-ers? Will they actually make time for the training? If so, a self-paced, “home study” program may work.

If your sellers will be reluctant to take the training, mandate attendance from your sales leader. Also, choose to deliver training using a live Webinar format. Make the training assignable to a date on their calendar.

Short-List Candidates
Using Google and LinkedIn search, scan the horizon for training candidates. Identify a short-list of potential social selling training trainers.

Use your selection criteria to solicit proposals from trainers. If you don’t wish to mail out a formal RFP, no problem. Use your selection criteria as a guide to identify the most capable vendors.

Review Proposals: The 3 ‘Must Have’ Components
Effective social selling training must result in sellers getting better response from prospects, faster. Make sure training you invest in focuses on a process that creates:

  • attention from a targeted group of potential buyers,
  • engagement that is provocative enough to spark
  • response—conversation that generates a lead or sale.

Choose a social selling trainer that basis his/her training in direct response copywriting that helps get more attention, engagement and appointments.

Assess: Make Sure You Succeed
Make your social selling training relevant and effective. Start with an assessment. Discover your team’s strengths, weaknesses and challenges—right now.

Require your social selling trainer to perform a low-cost assessment to guarantee your success and avoid disaster.

Make sure the assessment:

  • justifies your investment,
  • identifies and sets performance metrics,
  • uncovers current attitudes & experiences with tools like LinkedIn,
  • identifies both resistance to social selling and early adopters.

Identifying early adopters will insure success in the eyes of your boss. By finding reps and dealers eager to sharpen their skills you can focus the training on increasing their success (and reporting back to the boss on it).

You can stack the deck in your favor!

How to Avoid Failure
One of the most common reasons social selling and/or LinkedIn training fails is lack of focus on how to get response. Make sure your training provides more than how-to lessons on managing LinkedIn’s privacy settings and controls.

The primary goal of your training should be earning more appointments by increasing response.

When interviewing final candidates ask them for references who can tell you how their sellers are generating more response after the training.

Do you have more questions about investing in social selling training? Let me know in comments or send me an email. I’ll be glad to help! Or print-off this Social Selling Training Cheat Sheet PDF. (No registration needed)