Should quotes be submitted to the prospect before meeting with them to give a presentation?

I agree with the consensus on this . There is more to a sale than price, and doing it your way removes your value in the process as well as long term. I don't know your liability doing your way but I would be careful that a quote like this could come back to haunt you.

Simple solution, arrange an appointment to present your quote and ensure that what you are selling meets all the pertinent criteria for you and your client.

I think it depends on the project and scope. If you can convey the quote in a way that is easy to understand, and can add to in an email, then sending before can be helpful so everyone starts on the same page. Generally speaking though I think presenting the information to them in person is best so you can preempt any concerns over cost or value, and explain everything. Some people see the cost and don't read into anything else. Most of my quotes are done via email, as I do IT consulting and typically it is simple enough to send over email and clarify over the phone or in person. Sometimes I get someone that I can tell responds way too quickly and just looked at the amount without any of the explanation and they just say no. Being able to explain the value is very important to the quoting process so in person I think is best. Another thing to keep in mind is how motivated the customer is. If they are very intent on moving forward with the project, they will likely keep a more open mind than someone you are pitching your own project ideas towards. I've found that in my line of work as well. When I suggest improvements they are not asking for, more often then not, they will not have as much interest. Just some things to keep in mind.

There are many personality types. There are some who want the bottom line and some want the story telling. As a Real Estate agent, I prefer to meet them , one on one. When a client asks me about commission , over the phone, I don’t usually discuss this. One agent may offer them much less but what are they going to do for it? At a lower commission they may just put a sign up and call it a day. I offer so much, so we are not all the same. Make that appointment and present in person. If they like and trust you , they will go with you. Hope this helps.

Never do so. You may be limiting yourself to a lower budget or plan vs what they may want or actually need. Your job in the meeting is to understand their wants and needs, and to help guide them to their correct needs, and sell them that. Do not oversell, because they would likely not return for more of your products/services. You want to be there in the long-term in order to get recurring or returning sales.

No I don't submit a proposal or quote if I have not met with the "prospect." The services I provide are completely and entirely customized based upon the needs and the wants of the individual and/or business. It is also imperative that I have an understanding of how much time, money and resources they are willing and able to invest. Every potential client is entirely unique and the services I render are unique for each client

In my business, it's not possible to quote someone without understanding their needs! We have kits that range from $59-$2500 and oils that range from $10-over $100. None of that means anything if the customer's needs are not being met. What I can quote is complementary educational and coaching opportunities for all my customers so that the positive results they're looking for are more likely to be achieved!

Face to face is best.. time, location and need, do not always allow. Talk to your client , make sure you have their best interest at heart and discuss if general information is warranted in advance. Some times a general overview helps the client get internal support for your pitch. And really at the end of the day, I am here to help my clients achieve a goal or meet a need. Communication is the only clarity for options. Ask, inquire , probe, be ridiculous, make your client look outside the box.....- the best ideas and concepts come from input and discussion. And clients should understand that there are people looking to help not just make a sale// RIGHT !!

I think the answer to your question will vary widely based on the industry and type of quotes you do. I'm in the commercial printing business, and I find that even though most of my quotes are custom, many times I can correspond by email with out problem because the customer's I'm dealing with have a good understanding of my products. Other times, it takes much more hand-holding. I'm sure things are very different in your industry, as more likely, most of your clients will only have a vague understanding of the details of what you are selling.

Price shopping happens in almost every industry. It's frustrating, but I'm not sure there's much to be done about it. If you have the opportunity to discuss your quotes in person or over the phone, that would probably be much better than email.

I am old school... Here's my take on this. In the 30+ years of sales and marketing I've learned that "people do not care about your benefits, until they know how it benefits them." In other words, you land a sale when you educate the person. Therefore, giving your presentation, then the rates after, goes hand-in-hand in... that exact order.

"Never put the carriage before the horse," it might work for a little while but at the end it catches up with you.

Good Luck!

As the publisher of Belleair Living, and this goes for all of the N2 publishers in the area (Island Estates, Venetian Isles, Pasadena Yacht & Country Club, Snell Isle, Tierra Verde, Cobbs Landing), we are selective regarding who we place into our publications. For this reason, we must meet with the owner or GM of the businesses to insure that our goals and values are the same. If we have an advertiser who isn't a good fit based on their business philosophy, we will not offer an ad program. Our failures aren't determined by how many advertisers we have or don't sign, a failure is when we sign an advertiser who doesn't provide the top level of service to our residents, with a high degree of integrity.

My family is in residential construction and builds homes in the 8000 square ft. range in North Tampa. They never agree to build a home for a client until they have had an interview because of the length of time they will be engaged with the buyer, it is longer than some marriages. If they feel the prospective buyers are not compatible, they will refuse to build the home, regardless of the profit or the prestige of building for a well-known local socialite.

This, as an overall strategy has allowed N2 Publishing to be recognized by Forbes Magazine as one of the top company cultures for large businesses in the U.S., and also made our residents comfortable to do business with our advertising partners and making our publications quite successful.