I found this article in a discussion group on LinkedIn (the post on LinkedIn led me to a web-site called “profitableprintrelationships”).
Certainly, the subjects discussed in this article are a part of “Sales 101”. In the article, the author talks about the importance of determining if the buyer is serious, or not, about connecting with you, and what you need to do to determine if you have the opportunity to develop a relationship with the buyer.
One of my favorite comments in this author’s article is his comment that, “often, printers don’t measure quote conversion rates”…. And, he goes on to say, “This is vital. What is the point of carrying out lots of quoting activity if it doesn’t result in business?”
Okay, here’s the tile of the article:
“The three questions that will raise your quote conversion rates by over 10%”
And, here’s a link to the article: