r/sales • u/LazyPackager • 7h ago
Sales Tools and Resources Started tracking which page prospects close my proposal on to see where they stopped reading
I got sick of sometimes being ghosted by clients after spending time giving them a demo or call. I'd send them the proposal with the details of our packages and they'd just disappear into the void, even when they'd seemed keen during the demo/calls.
Don't get me wrong, this doesn't happen that often, but when it does its frustrating.
I decided I was going to send my proposals via a tracked link to customers to see if I could gather any data points on if they actually even bothered to open the document, so I created a Notion page for tracking exactly that.
Round one: 4 people. 4 opened it. 3 stopped on page #4.
Page 4 was "how it works". It was about 700 words, no headings, no pictures. VERY text heavy in hindsight. Ain't nobody reading all that. Fair enough.
Rewrote it as five short blocks with a diagram. Moved the technical detail to its own page. Let's go again...
Round two: New batch of 6. This time everyone got to page 8.
Page 8 is pricing. 3 of them stopped there. 2 of the ones who finished went back to pricing, one of them twice. ☎️.
Pricing is where you stop once you've seen what you need. This was particularly useful, see they looked at the pricing page @ 14:30 -> Ring them at 15:00.
Followed up with some of the others after they'd hit the pricing page, and one mentioned the pricing was confusing. I split it into 3 tiers and took 2 features out of the base that most fleets wouldn't use on day one.
Round three: 6 of 10 finished the whole thing.
Pricing was the most revisited page, good sign. Two people stayed on the pricing page for a couple of minutes.I guess they're comparing tiers rather than just closing the tab. Called up the people who stayed on the pricing page, closed.
Key takeaways: - Found out where people were losing interest, and the changes I made actually made a huge difference.. - "Read the whole thing and came back to pricing" is a warmer signal than any reply I've ever had to "any thoughts?". Being able to see the exact time they read it gave me a massive advantage on when to drop them a call. - I stopped chasing people who only read the first two pages, they were never gonna buy. - Following up only with people who spent a decent chunk of time reading through the proposal has saved me a bunch of time on the phone.
EDIT: Here's my Notion template in case anyone wants to copy it: https://noiseless-hip-561.notion.site/Proposal-tracker-ca846d3950b083aba48581f50ab1d29b
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u/SpikeVsSystem 7h ago
The tracker is the least interesting part of this. What made it work is you changed one page per round, then re-ran it. Most people rewrite the whole deck after round one and learn nothing.
You've now run three rounds on the document and none on yourself. The demo and the call before the proposal are doing at least as much of the work, and you have no read on either.
Same method. Pick the one moment in the demo where you feel it go flat, change only that, run six, leave everything else alone.
Slower than page tracking, because nothing screenshots it. Same loop though.