How Using These 2 Simple Closing Techniques Helps Us Win 80% of Our Proposals
Sunday, January 21st 2018
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How Using These 2 Simple Closing Techniques Helps Us Win 80% of Our Proposals
By Chris Swemba
Let me quickly share with you 2 simple techniques that helps us to WIN 80% of our proposals
I want to share these techniques with you because selling our work and making the kind of profit we want to make on projects can be difficult at times.
Let me give you 2 quick wins that you can implement in your business today that can help you to WIN 80% of your proposals so you can have more Profit, more Freedom and more Fun in your business
Why is it Important to to Win 80% of Your Proposals?
It’s important to win more project proposals so you can improve your cash flow, which enables you to make more money working on fewer projects so you can grow your business faster and more consistently.
So a big problem that we’ve experienced and so many other web professionals experience as well is that we weren’t closing as many proposals as we should’ve been…. even with the clients that we thought were “done deals”
Do you feel like you’re losing proposals that you should be winning?
If so, we found the 2 main problems that were preventing us from winning these “done deals” and 2 simple techniques that helped us solve these problems so we could consistently WIN 80% of our proposals.
Proposal Closing Problem #1
Emailing the client the proposal and then desperately following up with them to “win back” the project.
We found the easy solution to problem #1 was…
That we never send the client the proposal…..rather we always present it to them in person or online together.
So you might be asking yourself….well what if a client insists that I send them the proposal without doing a proposal presentation?
I advise that you don’t cave in and do this.
If you just send it without formally presenting the proposal to the client, many of these unnecessary problems will occur.
1. You’ll give-up control of the selling cycle, in essence giving control to the client
2. You’ll have to constantly chase and follow-up with clients which can make you look desperate to close the project.
3. You can’t answer questions or get their proposal first impression feedback
4. You’ll unnecessarily increase the sales cycle time from days to infinity in many cases
Action Step #1: You can easily implement this technique by telling clients this….
“When the proposal is ready, I’ll reach you to set-up a quick meeting…..so we can go over the proposal together. This will be very helpful for you because I’ll be there there to answer any questions you might have, to make any changes, and show you how you can get the project started right away!”
Most clients WANT YOU and expect that you do a proposal presentation with them.
This is what most of them expect and deserve so give them what they want. It will give you a better chance to close the deal right after the proposal presentation.
Proposal Closing Problem #2
Going through the proposal deliverables and services first, then talking about the price.
We found the easy solution to problem #2 was to simply flip the approach.
Instead, we talk about the price first, then present the proposal deliverables and services.
So you might be asking yourself….
Doesn’t it make sense to go through the proposal services first, then show the price. This seems like the most logic way to present the proposal.
We thought that as well but found that all clients wanted to do was look at the price. That’s all they’re thinking about?
So knowing this…. we answered their number 1 question of…“How much is this gonna cost?” quickly.
We got the “Price Question” out of their minds immediately and were able to head off any questions, objectives or issues with price (if any) which saved us potential wasted time of not presenting the entire proposal if there was a deal breaking price issue.
If the client was okay after we discussed pricing with them… we found in many cases that they said “YES” to moving forward with the project.
After we discuss the price, we then we go through the proposal services and deliverables to show them how we’ll deliver the solutions and results in detail which enables them to further justify the value they’ll receive with their investment.
Going over price with the client first will benefit you in many ways:
- It will enable you to stay in control of the selling process
- It will serve the client the way they want to be served
- It will give them quickly what they want to know the most
- It will give you the opportunity to build a stronger relationship with them
- It will enable you to close the project with the client right after the proposal presentation which happens for us around 60% of the time!
Action Step # 2: You can easily implement this technique by telling clients this:
“Hi (CLIENT), I hope you’re having a great day today. I’m so excited to show you the proposal we developed together with you.
I’m sure you’re curious about the project price so how about if we get the elephant out of the room and talk about the price first…]Then if everything checks out with you there, then we can go through the rest of the proposal and show you the solutions and services that will help you to have success with the project. “
Can we talk about the price right now…does that work for you?”
The client is thinking….“You bet that’s alright with me!”
What Can Happen if You Don’t Implement These 2 Simple Proposal Closing Techniques
- You’ll make yourself look desperate by wasting countless unnecessary hours following-up to close the client
- You won’t serve the client in the right way, which will create an unnecessary suspense by not talking about price first
- You’ll create more work, stress and headaches for yourself for no good reason
- You’ll continue to lose “done deal” proposals that you should be winning
- You’ll make less profit and have to work longer and harder to find more clients
Let’s Quickly Recap What We Learned Today
We learned about the 2 proposal losing problems
- Emailing the client the proposal and then desperately following up with them to try to “win back” the project
- Going through the proposal deliverables and services first, then talking about the price
The simple solution to these 2 proposal closing problems is too:
- Never just send the client the proposal but rather always present it to the client in person or online together!
- When you present the proposal, talk about the price first, then present the proposal deliverables and services.
Using these 2 simple techniques helps us win 80% of our proposals and has doubled our income on certain projects in a very short period of time
These 2 Simple Proposal Closing Techniques Will Work for You!
Now it’s time to take action and implement these 2 simple techniques in your business so you can start to win 80% of your proposals, which will in turn reduce the stress of trying to win proposals and possibly double your proposals in a very short period of time like we did.
Don’t overthink it. It works! Just do it and continue to do it on all projects until you start having success with it.
It’s not a question of whether this strategy works… but, rather, how you’ll be shocked on how well it works which will enable you to win more bigger proposals with better clients in less time.
Quick Win Action Steps
I want you to take 3 action steps.
Action Step 1: Download the checklist to implement and into your client winning process.
Action Step 2: When you have successfully implemented this strategy, share the details of your results on how it worked for you with others in the community Facebook Group so we can see how you did and we can all learn from your success.
Action Step 3: To get more client winning strategies, frameworks, blueprints, trainings & content so you can win bigger proposals with better clients… subscribe to our VIP members email list and start winning more clients. freelanceproposalhelp.com/vip