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A magic question that solves your problem quote

Has it happened to you that customers will ask you for a quote and then they just say:”Thanks for the quotation, we will contact you at some point when we have made a decision”?
In that case, you have wasted your time – and you probably wouldn't have given them the quotation if you knew that they were going to act like this. This is your fault. You forgot to ask the magic question.

Now here it is - the magic question:

The magic question is magical for two reasons. Firstly, it sends both you and your client right into the future and secondly, the need to ask for such quotation usually disappears when you ask the question.

When someone asks you for a quote, simply reply to this wonderful question:
- Imagine that you have read my quote and the solution I propose fits you perfectly, which in this case is the next step?

There you have the issue. The answers you get may differ a little:

1. I would need discuss the quotation with my boss to see if we want to move forward.
2. We need to evaluate it compared to all other things we are doing right now and decide how to prioritize.
3. I need to ensure that the cost is within the budget.

These answers tell you that writing the quote might not be your next logical step to take. It may even be the case that you simply don't even do it. Instead, your next step (using the above example) is this:

1. Make an appointment to meet him or her/those who make the decisions.
2. Ask more questions to find strong and convincing reasons why they should solve their problems NOW. If you can't find the reasons, there's a high risk that they will not do anything at all.
3. Discuss your rates to confirm that they are within the client's budget.

How about that you from now on make it a rule to only write quotes if you know in advance what the customer prospect will say when they read your quote and like your solution? The magic question will help you with this and you can spend your time on deals that will generate real business.

Good luck now!

About the author

Stefan Ekberg has worked in marketing for small business for 20 years and has written around 30 books on how small business owners can market themselves with limited resources. . In 2012 Stefan was nominated as Entrepreneur of the Year in Stockholm.

230 000 prescribes to his free newsletter "The 5 minute marketer"
Every week some 230,000 prescribers gets his free newsletter about 5 minute marketing.

"The 5 minute marketer" - the book
You run a small business and you want to get ahead of the competition, but how can you give resources to marketing when you're short on time and the budget is tight? The solution is here! The 5-Minute Marketer is packed with 395 tried-and-tested ways to market your business in 5 minutes or less.