You've sent a sales proposal to a customer and haven't heard back, even though there's been plenty of time to make a decision. Your challenge is to give the customer a nudge to get the purchase moving again. At the very least, you need to know whether the opportunity is still alive.
There are four basic approaches, each of which can be the core of an email, a snail mail, a voice mail, or even a live telephone call:
"It's been X days since our last meeting, and I'm trying to get a feel for what the team here might need to deliver. By any chance, do you have some news about the ABC project? I realize you've got a lot on your plate, but anything that you could share would be appreciated."
"It's been X days since I prepared that preliminary proposal for you. Since then, we've been unable to connect. Now, I'm not one to push, but in most cases we'd have circled back to each other by now. Please call me or let me know when you can give this some attention."
"I was reviewing your proposal and did a little math. It seems that the ROI we agreed upon breaks down to $1,500 per day, which means you could have saved $135,000 by now. What ideas do you have about how you and I could work together to ensure that you begin enjoying these productivity increases?"
"I have not heard from you in X days. While I hate to do it, I'm going to close this file. We can resubmit our ideas once you are in a better position to move forward on a solution."
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