What are the best ways to follow up on a consulting proposal?

1 Why follow up is important

Following up on a consulting proposal is not just a courtesy, but a crucial part of the sales process. It shows that you are interested, proactive, and confident in your offer. It also helps you to build rapport, address any objections, and overcome any barriers to closing the deal. According to a study by HubSpot, 80% of sales require five follow-up calls after the initial contact, but only 44% of salespeople make more than one follow-up attempt. By following up, you can stand out from the competition and demonstrate your professionalism and commitment.

2 When to follow up

The timing of your follow-up depends on several factors, such as the urgency of the project, the decision-making process of the client, and the communication preferences of the client. However, a general rule of thumb is to follow up within 24-48 hours after sending the proposal. This allows you to confirm that the client has received the proposal, thank them for their interest, and ask if they have any questions or feedback. You can also use this opportunity to set a deadline or a next step, such as a follow-up call or a meeting.

3 How to follow up

When following up on a consulting proposal, it's important to choose the best method depending on the client's preference, the complexity of the proposal, and the stage of the sales cycle. Email is a good way to send a quick reminder or summary, while phone or video call is better for addressing concerns or negotiating terms. To follow up effectively, personalize your message, be respectful of their time, provide value, create urgency, ask for feedback and commitment. Make sure to use the client's name, refer to their specific needs and goals, and highlight the benefits of your proposal. Avoid sending too many messages or calling too often; instead, ask for their availability and schedule a convenient time to talk. Offer insights, tips, or resources that can help them solve their problem or achieve their objective. Remind them of the consequences of not taking action or the benefits of taking action sooner. Encourage them to share their thoughts and listen to their concerns with empathy and confidence. Lastly, ask for a clear next step such as a confirmation, revision, or signature.

4 What to avoid

When following up on a consulting proposal, there are some mistakes to avoid in order to maximize your chances of winning the project. Being too aggressive, such as pressuring the client or sounding desperate, is a common mistake that can ruin your chances. On the other hand, being too passive, such as waiting too long to follow up or assuming the client will get back to you, can also be detrimental. Additionally, being too generic or informal can be a problem. Sending a template message that sounds like a mass email or using slang or emojis may not be appropriate and can damage your credibility. Therefore, it is important to tailor your message to the client's specific situation and needs while also avoiding errors in spelling, grammar, and formatting.

5 How to follow up after a rejection

Sometimes, despite your best efforts, the client may reject your proposal or choose another consultant. While this can be disheartening, it doesn't mean that you should give up on the relationship. You can still follow up after a rejection and use it as an opportunity to grow. Thank the client for their time and consideration, ask for the reason for the rejection, offer to stay in touch, and follow up periodically. Doing so will help you increase your chances of winning the project, building trust, and creating long-term relationships with your clients. Be polite and respectful, open-minded and curious, helpful and generous, friendly and genuine.

6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?