Have you ever sent out a proposal and then your potential client ghosted you? Ever obsessively edited your proposals, read all the blog posts, and still spent hours wondering if it’s “right?”
If you’re struggling with getting more clients and building proposals that actually HELP you close sales, listen in to hear about a time when a potential client sent their proposal back to me with strikethrough edits… and I learned a thing or two.
Spoiler: what I learned helped me close at a rate of 100% the following month!
Listen to the full episode now!
What We Talked About
In this episode, I talked about the time I sent a proposal to a potential client, and they sent it back to me with their own edits.
It was an incredibly humbling experience, but it actually brought some things to light that I hadn’t considered. I was able to take off the rose-colored glasses—you know, the ones you wear every time you’re creating something for your business that you think is just downright amazing—and see my proposal through my potential clients’ eyes.
During the show, I shared more about how it felt and even a brilliant metaphor about putting together puzzles and building businesses (if I do say so myself).
But the biggest takeaways I shared about the experience and the proposal itself were these:
- My proposal didn’t connect with my clients on an emotional level. We make decisions based on emotion and justify it with logic. I had all the logic but none of the emotion.
- It was more reflective of a task by task breakdown and really missed the mark on the strategy, vision, and the general plan that a new client needs to hear, things I already have planned out by the time we get to this stage.
- Items included as perks and bonuses were laid out like a-la-carte menu items that could potentially be removed, inviting price objections.
- There wasn’t a clear structure to guide them through their next steps to get started.
Looking back, I remember having clients ask me the same types of questions during their strategy call when we go over the proposal together.
At the time, though, I didn’t connect it with the proposal itself.
So while painful to my pride, the experience was actually quite enlightening and overall a positive for my business.
Once I realized just what my proposal was missing, it was time to get to work on the changes.
In this episode of How I Soar, I talked about how important it was for me to give my proposal and my packages a complete overhaul. Not only had they not been updated in far too long, but I didn’t have a system in place for ongoing audits.
This meant that this mistake would continue to happen over and over.
So the first order of business was to get everything updated, and I broke down exactly what I did in the episode. Next, I added a recurring task to our Clickup (our project management tool) dashboard so that me or someone on my team can go back in every so often and make sure everything is updated and optimized!
The final result: my close rate during the month after these proposal updates was 100%.
Now, full disclosure, I didn’t have a ton of sales meetings booked that month and about half were either warm leads or referrals, but still…