Free up your time, and close more deals faster by ensuring your quotes goes to the top of your client’s to-do list…
Let’s face it, most of the time clients are looking forward to reading through your proposal, as much as you are looking forward to writing it.
I know we’d all like to think differently, but it’s true – proposals just aren’t fun.
So why do we do this to ourselves? Why go through all the pain and effort of creating proposals that we don’t want to write, for clients that don’t want to read them?
The fact is, proposals are, in the main, deal killers as much as they are deal closers. Most web design proposals are created in a hurry, as clients want quotes fast, but reviewed at leisure, with many clients taking their sweet time to read through in detail (when they get a moment of course).
This put designers in a position of having to write something up double quick, only to be left waiting weeks (months in some cases) for any kind of response.
Often, we don’t have the time we need to invest in researching each project, and therefore, we end up sending the client a proposal, which is essentially a version of your website’s ‘about us’ page, combined with a mish-mash of copied and pasted sections from previous project proposals.
Sometimes you spend longer editing text that’s been pasted from an old proposal than you would have spent writing the section from scratch.
Smart web designers realise what a brain drain proposal writing can be.
Many web designers tell us that they are pleased if they close 50% of the deals they quote for by proposal. Interestingly, this figure appears to be much higher when proposals are dumped altogether.
Here are three hacks that will help you write fewer proposals, and hopefully close in a few more deals:
Hack 1 – Send project scopes, rather than proposals.
It’s not always necessary or beneficial to send your full proposal over for every project you quote for. Consider Providing customers with a project scope, detailing exactly what you will deliver, over what time frame and with an estimated price.
Make it fit onto less than 2 sides of A4, and voila, you have a document that can be created in next to no time, that gives your potential customer a quick and easy way to get an idea for your pricing, without having to read pages and pages of a proposal. Clients respond well to this, and often provide faster, more engaging responses than you would have received to a proposal.
Hack 2 – Recap the main points of your offering in the body of the email.
This is a good one for getting a customer to micro-commit to giving your ideas a good read through. Tempt them in the body of the email with the key objectives for the project and a preview of how you’re going to achieve these objectives. Include pricing here to tempt clients into reading further there and then.
Hack 3 – Make it easy to do business with your agency
This relates to how you move your potential client through the sales process, gauging their interest and uncovering opportunities. It is not generally a good idea to send an order form along with your proposal. But it is generally a good idea to get your prospective clients’ opinions on what you have submitted.
When you send a proposal, or a scope, always ask the following question in the initial email “How does this quote fit with your expectations for this project?”.
This simple, but powerful question will tell you everything you need to know about how the prospect feels about what you have submitted.