29Following Up Will Make You Rich
So your customer asked you for a quote or proposal.
You dropped everything and worked on it.
You sent it to him.
If he doesn't say yes right away, he will probably remain silent.
That's because people don't like to say no. They avoid it. It may be hard to believe, because in our profession we get rejected all the time, but people really don't enjoy making the rejection.
Consider all the quotes or proposals you've sent over the last month or year.
It's likely that at least 50 percent of the people receiving them were silent.
These are people we need to follow up with.
The following process closes 20 percent of the outstanding quotes and proposals for my clients.
Do I have your attention?
And that's if you send all three of the follow‐ups by email.
If you replace the middle email with a phone call, you will close 30 percent of your outstanding quotes and proposals.
Interested?
In this chapter, I teach you exactly what I teach my clients.
I give you the communications tools here.
But you have to make them. That's the only thing I can't do.
Not only do you need to make the communications, they must be done systematically.
As in, repeatedly and systematically, discussed in the first chapter of this part of the book.
So You've Sent a Quote or Proposal
Here are your follow‐ups.
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