A large, thick envelope arrives with your name on it. You don’t recognize the return address or the company who sent it. Opening the envelope, there are samples, specs, and a cover letter asking you to provide pricing.
Great opportunity, right?
This could easily be your biggest client!
But before you go calculating your commission, you might want to give some thought into this important question: Why are they asking for pricing?
If you don’t know the company or the circumstances, you risk doing a lot of work for no return. For all you know, the incumbent vendor is just being tested. You give them a great price and the Buyer uses it as leverage.
This thought process also applies to the random requests for pricing you might receive through your website. These are typically a combination of tire-kickers, serious buyers, and budget-setting information-seekers. Sorting out which is which requires only a reply in the form of a phone call or an email.
Don’t confuse being busy with being productive. Not every request for quote is worth your time. Validate each opportunity.
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