7-Second Thoughts October 4, 2024

Your proposal should be taken, not read

Consider allowing your prospect to turn your proposal to their advantage

Rather than a lengthy, time-consuming read detailing the engagement you’re hoping your prospect signs on for

Consider breaking up what is essentially a super heavy email

Into 5 shorter emails

That lead up to a “kickoff”

Where your prospect has everything they need

To win.

And here’s how:

AT THE BEGINNING OF THE CALL:

Take a minute

To schedule a follow-up in about a week’s time

You can always cancel if it’s not a fit

To go over their proposal

AT THE END OF THE CALL

Tell them to expect a series of emails

With a proposal that they can amend all that they want

As if it were a paper contract that allowed them to cross out

Highlight

Make notes in the margins

Ask questions

And basically sneak in extra stuff

Possibly from more expensive packages

Like a kid with their dad at the grocery store

And here’s why:

Every day between your initial call and your next meeting

Instead of asking:

Did you get my proposal?

What did you think of my proposal?

If you are interested, please respond to my proposal

You have essentially given them a chrysalis

From which they can transform

In just a week’s time

From the prospect you see before you

To the client that shows up

Readily prepared

To buy.

I’m here,

Kevin

P.S. If you need help or find it hard to imagine what those emails might look like – and I can’t say I blame you – hit reply and I’ll get you squared away

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