So we welcome back Curtis McHale here on the show today. He first guested on the show back in episode 92. He recently finished a book about Writing Proposals that Win, which is the focus of our discussion today.
Here are the highlights of my conversation with Curtis:
Biggest mistakes people make with proposal writing:
- Getting proper information from the client
- Rushing the process of proposal
The six-part process of writing proposals:
- Talk about the current problem.
Use their words to describe their problem.
- Objectives
Think tactically and strategically that by the end of the project, you will have a lead generation funnel. Focus on 2-5 high points that focus on the desired outcome.
- Gauging success
- Options
Give three options. Option one should always fulfill the basics of the project. It allows the prospect to decide which option best suits the value for their business. 3/4 of that decision is now around you versus your competitor.
- Timeline
Your options could be around the timeline.
- Accountability
Give the prospect your contact information (contact form, email address, and phone number) and let the user decide what’s best for them. This sends a message to your prospect that you’re real.
The phone call process:
- Are we a good fit?
- Is this project meaningful to you?
Other things to keep in mind when making your proposal:
Have a plan to put yourself into the driver’s seat.
Make sure you’re talking to the decision maker.
Make your payment process really easy in the end.
Curtis’ Major Takeaway:
The slower you go, the less work you’re doing to write a proposal because you win more trust from the client.
Episode Resources:
Connect with Curtis on www.curtismchale.ca
TSE Episode 92 with Curtis McHale (Take a look at Curtis’ sample email template)
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