Don’t Write Another Proposal

When your new prospect listens to your pitch, they often ask you to “send me a proposal”. This is great news! NOT! While it may appear to be a confirmation of their interest and their taking a step into your sales process, here’s what it really means and what you should know.

Why Proposals Don’t Work

A few years ago, when I ran a different type of business, I would discuss my services with a prospect. They would hem and haw and ask me to draw up a proposal. I’d spend an hour or two writing, editing, deciding, tweaking and refining my perfect proposal. After emailing the prospect, I’d wait a few days, getting no response. Follow up. Follow up. Follow up. Nothing.

After this happened a third time (ugh) I finally realized that “send me a proposal” was code for “I’m not convinced but I don’t want to get into a sales argument with you, so I’ll stall by asking for a proposal.”

I’ve never created a proposal ever again.

Keep It Clean – Stick to The Facts

Let’s shift to a few weeks ago, when in my basement pipes were clogged and water overflowed everywhere. The plumber came in, saw the situation, and told me he estimated it would be $X to fix it. I said go ahead, he did, and I paid an amount very close to the estimate. Then I asked what was causing the issue to begin with? I needed to address the source to ensure I wouldn’t be going through this again and again. He returned with a scope to analyze the issue.

He explained what was happening “at the source”, what needed to be corrected and what he believed it would cost. Then he returned to the office, wrote out the estimate (very close to his verbal number) and I agreed. We are scheduling the work.

Who Has Control?

I couldn’t help but notice that as a customer, I was in control over saying yes or no but he laid out all the facts for me with accurate price quotes. He described the materials, the process. It was clear. The conversations happened in person and later confirmed by text.

We need to be more like a plumber.

He didn’t have to go into long conversations about the benefits of changing out the pipes, even though it meant digging up part of my front yard. He didn’t have to provide testimonials of other happy clients. He laid out the facts. It was up to me to give a final answer. The end.

Why You Don’t Need to Write Proposals

I don’t ever create proposals, and I don’t recommend it to my clients, either.

• Know your offer – what’s the work that’s going to be done.
• Know the expected results and deliverables.
• Know the process, scope, and project start date.
• Know the expected price, and what outlying situation might affect that initial estimated price. (Are they going to dig in my front yard and find an ancient burial ground?? I hope not!)

Instead of a proposal, deliver a standard Service Agreement, with the information stated above, ready for the prospect’s signature. Here it is. Either they want it or they don’t.

Confidence In Your Process Is the Foundation of Your Service Agreement.

My plumber didn’t say, “It’s clogged. What would you like me to do? How would you like me to fix it?”  He knew the process and he did it with no input from me.

You can easily build a template if you know exactly how you’re going to deliver your offer because you know the way it will work. You also know what’s not going to work, so when the client says, “Can you do this – but not that?” Or “I thought you were going to do it this way” you can confidently answer –

“I’ve outlined exactly how my process works.
This is the way my service is designed. Would you like to move forward?”

It’s that simple. They only need to answer yes or no.  And if your offer can be made in 2 or 3 standard levels or packages, then describe each of the standard levels and let them choose one. Customers have no business designing their own version of a package they might like. They need to choose one that you offer or move on to someone else.

It’s about knowing your offer and how to deliver it. It’s about being confident in your value and your process. Customers sense and respect confidence.

A proposal says, “this is what I’d like to do – is this ok with you?”
A Service Agreement says, “this is what I offer. Do you want it?”

Have confidence in your process and offer. Send a Service Agreement, not a proposal.

How Can I Help You?

If you need help with this or similar scenarios, and are reaching Decision Exhaustion and Entrepreneurial Loneliness, it may be time for you to consider outsourcing a business partner or joining a professionally facilitated Mastermind Group. Welcoming a business strategist who specializes in small business is the same as contracting a bookkeeper or virtual admin. Running all aspects of a business alone is madness. Even when you have a team working with your clients, support lightens your load, and allow you to shine in your true zone of brilliance.

Schedule time to chat here: https://calendly.com/susana-f/phone-consult