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Attract
Customers with iQuote Express Quote Layouts
Add Images to your Quotations to Enhance
Customer Purchase Interest
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Although not shown on this particular
quote you can attach product
pictures on to your quotations.
Use your digital camera to make
spectacular quotations, cut and paste product
images from the Web etc.
A University of Minnesota study
proved, that including a simple graphic with text
increases the persuasiveness of a message by 47
percent.
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| 1. |
Outline a 'Quote
Mission Statement' on the quote that reminds
customers of quote objectives and the values of
your offering |
Sales trainers often stress that listening
to your customers' needs and requirements is essential
for sales success. Use iQuote Express' 'Quotation Summary'
to remind customers why you are the best choice for
their needs.
The 'Quotation Summary' acts as the Executive
Summary for your quote, in addition to explaining why
the customer should work with you and not the competition.
Use iQuote Express, to ensure that your quote value
statements are closely connected to your actual pricing.
| 2.
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Break the quotes
into multiple
sections in order to position your pricing and
avoid customer 'sticker shock' |
By separating your product and services
into sections, your customers will have a concise and
structured method to review your quote.
For example:
A Network Reseller may quote $80K for a project.
The customer may be more accepting of the quote if
it is presented as two
sections, namely 'Hardware at $60K' and 'Services
at $20K'. In addition,
customers may be less likely to attempt price negotiations
with you because the
market understands there is little margin in hardware,
and to force a discount on
services may reduce the quality of the job.
| 3.
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Show line items
or simply sub totals on your quotations in order
to prevent, customer price shopping or undue customer
price negotiations |
iQuote Express supports various price
presentation strategies that will entice your customers'
buying style.
Eliminate the need for a Quote Coversheet
with your Quotations
Use quote mission statements to reduce
the amount of quote pages that customers must review
in order to choose your quote.
However when quote cover letters are essential
to your quote success, iQuote Express' cover letter
engine allows you to create auto text sentences and
paragraphs.
The trend is leaning towards creating concise statements
that outline the objective of the quotation on the same
page of the quotation. Quote mission statements ensure
that the value of your offering is always connected
with your pricing.
4. Present quotes with
or without a final grand total price.
Depending on your customers' buying style, grand total
flexibility on quotes can help you to improve your quote
acceptance performance.
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