How to accept applications for a commercial offer and not lose them
The request “send prices” comes to the mail, messenger and phone, and by the time of order it is not found. We understand what should be in the application, how much to answer and how to bring the request to the order.
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An application for a commercial offer is the first step of the transaction, and the most money is lost on it. Not because the price is bad, but because the answer came three days later, to the wrong person or the wrong position.
Where do applications come from?
Mail, messenger, phone, form on the site, tender platform. The problem is not the number of channels, but that the application stays where it came: in the personal correspondence of the manager. He's sick - the application is gone.
The first rule: the application must go to a common place, where it is seen by more than one person and where she has a fortune - received, in the work, answered, accepted, rejected.
What should be in the application
Half of the correspondence on request is clarification. They can be removed if you ask immediately:
- Who's the buyer - name and TIN. The TIN checks the details and status of the company.
- What do you need? Article or exact name and quantity for each item.
- Where and when - delivery city or self-delivery, the desired date.
- Terms of payment - prepayment or deferment.
- What price does he expect? Not necessarily, but it speeds up the process.
It is easier for the buyer to answer when the form is ready. The request can be collected online and sent to the provider by file - Request for a commercial proposal.
How much to answer
The faster the better, but there is a reasonable limit to speed:
- Right away. confirmation that the application has been received and who is engaged in it.
- During the working day - the price of positions from the price.
- Two days. - non-standard positions, calculation of delivery, price under volume.
More important than average speed is predictability. The customer who knows the answer will be by lunch tomorrow will wait. A customer who knows nothing will write to a competitor.
What should be in charge
- Price for each positionIt's not "total."
- Term of the offer. Without it, the price from last year's letter will come up in dispute.
- How much does the price act on? The price for 100 and the price for 10 are different prices.
- Terms and conditions of delivery.
- What doesn't come inDelivery, packaging, VAT on top or including.
How to make the sentence itself - in the article Commercial offer for wholesale: structure and what it should be; you can collect the document here: Commercial proposal.
Why requests don’t turn into orders
The agreed price remains in the letter. The buyer places the order, and the manager issues an invoice at the price. The agreed price must be assigned to the buyer - so that the next order goes on it.
No one reminded me. Proposal sent, no response, deadline expired. One reminder the day before the end of the term returns a noticeable part of the transactions.
Wrong answer. The application was accepted by one manager, answered by another, the buyer has two different offers.
No bounce records. If you do not write down the reason for the refusal - expensive, long, not available - in six months there will be only a feeling that "there are many applications, there are few sales."
How to calculate the result
Three numbers that are enough to start: how many applications were received, how many were answered on time, how many were orders. If you respond on time, and orders are few - it is a matter of price or conditions. If there are few orders and answers are late, speed is restored first.
Price requests in Kup2B
The price request on the site is a separate document with the composition, your response, expiration date and correspondence. After the buyer has accepted the offer, the prices are fixed to him in the catalog. For more information, see "Receiving price requests".
Frequent questions
Is the commercial offer an offer?
Depends on the content. If it contains all the essential terms of the contract and shows the intention to consider itself bound, it is an offer (Article 435 of the Civil Code of the Russian Federation), and the consent of the buyer concludes the contract. An offer without such conditions is an invitation to make offers.
Can I withdraw the offer before the deadline?
The offer, in which the deadline for acceptance is specified, cannot be withdrawn during this period, unless it itself says otherwise (Article 436 of the Civil Code of the Russian Federation). Therefore, the right to change the price should be specified directly in the text.
What is the expiration date?
Usually three days to a month. The more the price depends on the course or purchase, the shorter the term.
Do I need to respond to requests from individuals?
If you only sell to companies, it is polite to report it. It is easier not to receive such applications at all: ask for a TIN in the form of a request.
