By talking to the customer, you get information and you also show interest, which in itself builds relationships. This gives us an opportunity to add both value and margin and differentiate ourselves!

Look at this e-mail. What questions would you want to ask her? Pause the video for a minute and write down your answers. Come on, just do it, I’ll wait right here.

These are some questions I would like to ask:
• Tell me more about the project itself?
• What can you tell me about your end customer?
• When do you need the quote?
• When do you expect the customer to take the decision?
• Besides the price, what can I do to help you win this project?
• I’d like to run it through with you, when would be a good time for me to contact you?

Having a good reason to call a customer is an opportunity for us, not a bother. It gives us a chance to uncover where we can add value, and this benefits both us and the customer.
To be continued…