{"id":3530,"date":"2020-10-28T04:45:08","date_gmt":"2020-10-28T09:45:08","guid":{"rendered":"https:\/\/ellevatedoutcomes.com\/?p=3530"},"modified":"2026-06-16T12:57:55","modified_gmt":"2026-06-16T12:57:55","slug":"quote-gate","status":"publish","type":"post","link":"https:\/\/zudigitest.com\/ellevatedoutcomes\/quote-gate\/","title":{"rendered":"Passing through the Quote Gate"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">In the Ellevated Outcomes Business Development Playbook, we call this chapter, &#8220;Have a Dynamic, Compelling Prospect Meeting.&#8221; It&#8217;s about listening. Articulating someone&#8217;s problem. Chemistry. But last week, one of our brilliant clients called something to my attention. They said that this meeting is about passing through the &#8220;quote gate.&#8221; Allow we to explain&#8230;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">One reason that prospects come to Ellevated Outcomes (especially right now) is that they got a little scared during covid. They started saying yes to every opportunity that came their way and offered &#8220;competitive&#8221; pricing, we&#8217;ll say, because they were fearful. (NO judgement, btw! I totally get this. It&#8217;s normal). But now, they can&#8217;t keep up, aren&#8217;t making enough money, and feel like they&#8217;re on a hamster wheel, working all the time. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">We believe that if you&#8217;re priced correctly (assuming that you sell a mid- to high-end service), you should <em>not <\/em>win every proposal you release! And if we move one step up the funnel, you also shouldn&#8217;t send a proposal after every consultation.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">In our business, proposals (our word for &#8220;quotes&#8221;) take at least 45-60 minutes &#8211; and we have the process automated! For our clients (before we get our hands on their process, mwahaha), proposals generally take at least 2-3 hours. When you spend that amount of time on every opportunity that walks in your door, you lose $1,500-2,000!<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Here are 3 best practices during a consult, to save your time, enhance your reputation, and let your prospect through &#8220;quote gate:&#8221;<br><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<h2 class=\"wp-block-heading\">1. Play back what you heard &amp; discern if you&#8217;re a good fit.<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Since you&#8217;ve already screened the prospect with <a rel=\"noreferrer noopener\" href=\"https:\/\/zudigitest.com\/ellevatedoutcomes\/attracting-the-right-leads\/\" target=\"_blank\">your questionnaire<\/a>, the 45 or 60 minutes you spend meeting with them, can be spent on meaningful details: getting to know them personally, extracting their pain points, and asking insightful questions about previously provided info that gave you pause or made you think, &#8220;This is my person!&#8221;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">After you get enough insight, you&#8217;ll want to replay what you heard them say. <a href=\"https:\/\/zudigitest.com\/ellevatedoutcomes\/what-is-the-line-between-business-and-friendship\/\" target=\"_blank\" rel=\"noreferrer noopener\">Annmarie <\/a>says this brilliant thing, passed on by her executive coach,<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p class=\"wp-block-paragraph\">When you can articulate someone&#8217;s problem, they credit you with the solution.<\/p>\n<\/blockquote>\n\n\n\n<p class=\"wp-block-paragraph\">And then as part of that, behind the scenes, you need to make a judgement call: is our offer a good fit for them?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">At the start of our call with a prospect, we promise to conclude the call by telling them honestly if we&#8217;re a good fit. But make no mistake: this is a brave act of discipline. For example, we are open for new clients right now and filling our own roster; yet in the past week we&#8217;ve turned away two prospects because we&#8217;re not the right solution.<br><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<h2 class=\"wp-block-heading\">2. Talk about the money.<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Especially you female business owners: listen up! <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Unless you&#8217;ve uncovered in step 1 that it&#8217;s not a good fit, BRING UP THE MONEY. I know that it&#8217;s scary. But be bold. It will save both of you time, and your prospect <em>wants <\/em>you to bring it up. It&#8217;s the obvious elephant in the room. Talking about money with clarity and objectivity makes you look good. It makes you look like you&#8217;re running&#8230; a business.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Personally, I usually say something like, &#8220;I&#8217;d love to talk to you about the investment. I know that it can be a tricky thing to bring up, but money is a part of business, so we don&#8217;t mind being straight-forward about it. I hope that you don&#8217;t mind.&#8221; Ten out of ten times, I&#8217;m met with relief.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">If your business requires you to go away and build up pricing, that&#8217;s fine! You don&#8217;t have to give an exact number on the spot. Instead offer a range. Then, inquire: &#8220;How does that land with you?&#8221;<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">These are your two quote gates! Then, if responses to both are positive, and it looks like you want to work with them, and they want to work with you&#8230;<br><br><\/p>\n\n\n\n<h2 class=\"wp-block-heading\">3. Ask: &#8220;Would you like me to spend time creating a proposal for you?&#8221;<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">Remember, you don&#8217;t have to move onto this step, if this is not your <a href=\"https:\/\/zudigitest.com\/ellevatedoutcomes\/the-riches-are-in-the-niches-target-market\/\" target=\"_blank\" rel=\"noreferrer noopener\">ideal client<\/a>. <em>You <\/em>control whether or not they&#8217;ve made it through quote gate!<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">I like asking (because first, I <em>try <\/em>to not make assumptions), so it&#8217;s a form of permission marketing. If you&#8217;ve quoted a price or made an offer that is not in alignment with what they&#8217;re thinking or their budget, it&#8217;s a chance for a graceful out. Especially if money is the issue, the point isn&#8217;t to make them feel badly or excluded! It&#8217;s simply to proactively address together, &#8220;Does it make sense to move to the next step?&#8221;<br><br>Remember: my rule of thumb is that if you&#8217;re priced correctly and ambitiously going after the right standard of client, only one of three consults should end in a signed contract. Yes, it&#8217;s scary. <\/p>\n\n\n\n<p class=\"wp-block-paragraph\">But sometimes you have to say no, to grow.<br><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<h6 class=\"wp-block-heading\">image from&#8230; forgive me, I can&#8217;t find the source; if you know, please share!<\/h6>\n","protected":false},"excerpt":{"rendered":"<p>In the Ellevated Outcomes Business Development Playbook, we call this chapter, &#8220;Have a Dynamic, Compelling Prospect Meeting.&#8221; It&#8217;s about listening. Articulating someone&#8217;s problem. Chemistry. But last week, one of our brilliant clients called something to my attention. They said that this meeting is about passing through the &#8220;quote gate.&#8221; Allow we to explain&#8230; One reason [&hellip;]<\/p>\n","protected":false},"author":5,"featured_media":3531,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"categories":[479],"tags":[146,165,166,295,77,296,297,298,280,37],"class_list":["post-3530","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-ceo-skills","tag-business-advisor","tag-business-coach","tag-business-consultant","tag-business-development-playbook","tag-client-experience","tag-pipeline","tag-process","tag-proposal","tag-prospects","tag-small-business"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.9 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Passing through the Quote Gate - Ellevated Outcomes<\/title>\n<meta name=\"description\" content=\"But last week, one of our brilliant clients called something to my attention. 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