It’s not always about doing things right.
A consultant in my coaching program, we’ll call her Ms. S, emailed me to ask for feedback on two proposals she’d just sent out to clients.
It’s just one of the benefits you receive as part of the program.
As a consultant it’s critical that you make the right offer, use the right messaging and have the right pricing and structures.
This time, I didn’t have the best things to say…
The proposals weren’t structured the right way.
They started off talking too much about Ms. S’s firm and not enough about her buyers.
She was also missing several other key aspects of an effective proposal.
I gave her specific recommendations and gave her access to the Consulting Proposal Guide.
A few minutes later she emailed me back and said “Thanks for the feedback. I just closed one of the deals!”
She didn’t have time to make the changes I suggested and she still won the business.
There are two important lessons here:
1) Your proposal isn’t meant to win the business. You should already have agreement from your buyer. The proposal puts everything on paper and gives the buyer a choice of how to best move forward. In the case of Ms. S, she already had agreement from her buyer and that’s why even with a less than stellar proposal she won the business.
2) Action is what counts. Ms. S could have come up with all kinds of reasons to delay sending out that proposal. She took action instead and that action lead to a result, a very positive one that will be worth tens of thousands of dollars for Ms. S.
Having a properly structured consulting proposal helps (most people see a 10-30% increase in their close rates). What’s more important is what you do in the meetings before you send the proposal and the action you take right after the meeting.
As a consultant it’s critical that you make the right offer, use the right messaging and have the right pricing and structures. And just as important you must understand and be able to hold an effective sales conversation that guides your ideal buyer to agreement.
That’s only part of what I teach consultants in my coaching program. If you’re interested in learning how to consistently attract your ideal clients and win high-paying projects, take action on this now.