The 3 Things Clients Want From Your Proposals Lesson 1 - Freelance Proposal Help

The 3 Things Clients Want From Your Proposals Lesson 1

The 3 Things Clients Want From Your Proposals

You’ll learn too:

> Read clients’ minds to know what they want & will pay BIG money for

> Earn more by broadening the client’s project scope and budget

> Easily up-sell clients more expensive solutions to gain more profit

> Sell more recurring services and big retainers

 > Position yourself as a trusted long-term partner, not just a builder.

Monday, November 20th 2017

                                               No time to watch the quick video?  Then read the text version below



Now, complete the 3 quick win action steps

Action Step 1:  Download the worksheet to implement this strategy into your business.

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Action Step 2:  When you successfully implement this strategy,  please share the details of your results with the community in our Facebook Group so we can see how you did it and learn from your success.

Action Step 3:  To get more proven client winning strategies, frameworks, blueprints, trainings & content to win bigger proposals with better clients…subscribe to our VIP members email list  


 

BONUS!  

Want me to personally review your proposal?

If so, I can help you with this but for a very limited time….

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Have a question or a comment?

Did this training help you?  Please let me know how it did (or didn’t) or let me know if you have any questions.  Thanks!

 



Read the Text Version

The 3 Things That Clients Want From Your Proposal.

Close more project proposals when you implement the 3 wants framework into your client sales conversations

Have you ever felt frustrated because you’re unsure of what clients want to accomplish with the project?  Do you wish you could read their minds so you knew what they want, need and would pay top dollar for a solution to?

Let me uncover the three wants that clients are thinking about when they engage you. When you know these three wants, you’ll be able to move away from talking about services, instead, you’ll talk to them on how you can help them achieve these 3 wants, which is what they really want.

As a results of this, you’ll be able to open up the project scope much wider so you can write a larger proposal that truly serves the client’s goals and helps you to make more profit on the project.

We have found while working with over 1000+ clients, that most of them want achieve these three objectives from the project in some way…even if they don’t come out and say it directly.

WANT #1:  They Want More New Customers.

Getting new customers is the number one thing clients are thinking about.

When clients come to us and say “I want a website or a particular marketing service…..(X).” We say….”That’s great you want (X), but WHY do you want (X)?  What specific goals are you trying to accomplish with (X)?”  We know in most cases they want (X) because they want to get more new customers.

Action Step:  Brainstorm and list all the solutions can you can recommend that would help the client to get new customers.

WANT # 2: They Want to Keep and Resell to Existing Customers

Customer loyalty is the second want clients are thinking about. They want existing customers to stay customers and continue to buy from them. Knowing this, we say. “I know you want new customers, but I also know you want to keep your existing customers and sell more to them, right?  

Action Step:  Brainstorm and list all the solutions can you can recommend that would help the client with customer loyalty.

WANT #3: They Want a Good Reputation & Reviews

Clients want 5 star reviews, they want to remove and prevent bad reviews, and they want existing customers to refer them to their friends and family.

Action Step:  Brainstorm and list all the solutions can you can recommend that would help the client to maintain and improve their reputation and reviews.

Client’s Don’t Buy Services, They Buy The Service Benefits & Results

Avoid talking with clients on the technical details of the solutions, (ie) SEO, web design, copywriting, logo design., etc.  Rather, talk with them about the benefits those solutions will bring to them and how your services will help them to achieve the three wants..

Tell clients you know that they don’t just need a website, or an (X) but rather that you know they want more customers. They want to keep and resell customers and they want a great reputation.

By talking about the project wants and benefits instead of service details and tech specs, you’ll be hitting their physiological hot buy button of want they really want, which builds massive trust with them.  Clients want to buy the results of your services, not how your services are delivered.

Link The 3 Wants Together in the Client’s Mind

Have you noticed that all of these 3 wants complement each other?  An example of this is when you ask clients….

“When you get a great website that’s converting new customers, what’s the plan to keep those customers, what about customer loyalty? Once your customer base grows because you’re keeping old customers and reselling to all of those new customers, what’s the plan to maintain your reviews and reputation?”

Linking the 3 wants in the client’s mind in this way enables them to see how all of these wants complement each other.  How and why they work together in symphony, and why they should consider buying your services to address these wants right away, which, in turn enlarges the scope of work and the project budget.

Recommend & Align Your Services With The 3 Wants

After you’ve talked with clients about the 3 wants and how they are linked together as one working solution…. They’ll be thinking….

“YES!  All 3 wants are important for me to address and I see how they all work together to grow my business, but what exact services are needed to solve the 3 wants?”

To answer this question, talk to them about services such as:

Web design, logo design, media kits, better copy, website conversion optimization, paid traffic, lead generation, etc are all things that can help clients to get more new customers.

You can recommend Loyalty marketing solutions like email marketing,   social marketing, retargeting marketing, etc., to help them with customer loyalty.  

You can offer review monitoring, repair, rebranding or a review building services to help them with maintaining and improving their reviews and reputation.

Implement the 3 Wants Framework Into Your Sales Conversations

When talking to your next client, ask them these 3 questions…

“How can we help you to:”

1.  Get more new customers

2.  Increase customer loyalty

3.  Maintain and improve reputation

When you do this, you’ll have a conversation that serves the client in a much broader way so they’ll trust you more and want to spend more money with you because you’re addressing their true desires, wants and project goals all while making it easy for them to solve all 3 of these wants with you right now.

Now, complete the 3 quick win action steps

Action Step 1:  Download the worksheet to implement this strategy into your business.

Action Step 2:  When you successfully implement this strategy,  please share the details of your results with the community in our Facebook Group so we can see how you did it and learn from your success.

Action Step 3:  To get more proven client winning strategies, frameworks, blueprints, trainings & content to win bigger proposals with better clients…subscribe to our VIP members email list  

Inspiration

Let me leave you with some inspiration and good vibes today:

“Every accomplishment starts with a decision to try.”

We can’t grow in business or life… if we don’t try. I know trying involves risk, but if you take calculated risks and you at least try…. that’s the only way you know whether you will fail or succeed.

Try something new today.