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