Consulting Proposals Don’t Win Business, This Does…

Consulting-Proposals-Dont-Win-Business

Would like to win more consulting business?

If the answer is “YES!” read on…

Have you ever felt like your proposal is what helps you to win the business?

Well, if you’re relying on your proposals to win business…

Everything starts with a real conversation. Your #1 job is to get your ideal client’s attention and engage them so they want have a meaningful conversation with you.

If you even believe that your proposal plays a significant part in landing that business you’re in for a surprise.

Proposals aren’t meant to win business!

They’re not.

It’s as simple as that.

Far too many consultants rely on proposals.

They’re like proposal writing machines.

The first chance they get they send off a proposal.

They believe the more proposals they send out the more business they’ll land.

It doesn’t work like that.

Instead follow this approach:

1. Meaningful conversation

Everything starts with a real conversation. Your #1 job is to get your ideal client’s attention and engage them so they want have a meaningful conversation with you.

If you can’t do this there’s no way you’re winning their business.

2. Ask the right questions

During that conversation you’ll want to ask them the right questions. This is important. If you ask the wrong questions you’ll have no way to position your offering in a powerful way.

When you ask the right questions you’re able to communicate greater value and ultimately make the right offer. You get to position your offering so that your ideal client is ready and WANTING to buy from you.

3. Communicate your offer

As mentioned above once you’ve asked all the right questions you can communicate that value to the buyer. Failure to do this means you’ll likely lose the business.

And even if you do win the business you’ll almost always receive far lower compensation than you could have…if you knew the right questions to ask and communicated greater value.

4. Get agreement

This one is critical. And it’s always where most consultants miss the mark.

You MUST get the buyer to agree throughout the conversation. You want to receive mini ‘Yes’ responses from the buyer.

The proposal serves to clarify and summarize everything you and the buyer have talked about.

That way when you make your offer you know it will be what your ideal client wants to buy. Because they’ve told you ‘yes’ throughout the conversation.

When you reach the end of the conversation here’s what you do:

Ask the buyer if this sounds like a good fit? If the solution that you’ve outlined is the right one to solve their problem? Are they ready to move forward with this?

If their answer is no, deal with it then and there. There’s no point sending them a proposal if they aren’t ready to move forward, right?

And yet so many consultants do this!

Instead, only once they have AGREED to move forward and have told you that they want to work with you…do you send them a proposal.

5. Send Proposal

Your proposal isn’t meant to win the business. The business should be won already.

The buyer will have told you they want to work with you. That they are ready to move forward.

The proposal serves to clarify and summarize everything you and the buyer have talked about.

It clearly outlines the value the buyer will receive.

And the investment required to get started.

There’s no surprises in the proposal.

Because the buyer already knows what to expect.

Make sense? Let me know if you have questions in the comments below?

**One more thing: Consultants who learn how to ask the right questions and communicate greater value typically win more business and earn 40%-100% higher fees than those that don’t. Would you like to learn these proven strategies so that you too can land more clients and increase your income? If so, this is for you

  • Sophity

    The client shouldn’t be surprised by your proposal. It should summarize what you already agreed to verbally.