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How To Follow Up A Consulting ProposalAfter submitting a proposal, many consultants wait a short period of time--maybe a few days or one week, before contacting the potential client. The purpose is to find out if the proposal has been accepted, rejected, or if modifications are necessary. Contacting the potential client once is professional and acceptable. However, if your phone call or email is not returned, you will be tempted to repeatedly contact the potential client for an answer. Resist this temptation. Hounding the potential client for an answer does not improve the situation. Don't take it personally. After making your one inquiry about the proposal's status, forget about it and move on. Begin searching for the next potential client. This practice of submit-follow up-move on defies conventional sales methodology where people are trained to continuously follow up with prospects in order to get sales. However, this method works for these reasons:
Contacting the potential client more than once to ascertain the proposal's status is counterproductive. Also, it forces you to spend time and energy on what is now in the past. Keep your energies and thoughts focused on identifying the next client. Besides, when a proposal is finally accepted, you can be amazed at your good fortune!
Written by Paul Bednar. Paul Bednar helps people cut the corporate chains and become an independent consultant. ©2002 by Paul Bednar
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