7 Keys to Master Proposals and Get More YESES
I’m going to jump right to the point: If you are not getting the conversions you want (or need) in your business, you have a systemic issue with how you conduct proposals.
Let’s solve that for you right now.
Your Proposal Problem
The problem is NOT your fees, and it’s not the value of your products or services. Chances are, you are not making the prospect the star of the conversation, and you’re not spending time sharing the vision for the solutions the client can expect.
You’re likely too focused on sounding important, validating your experience, and talking about what you can do for them. (Notice that’s all about YOU, not the client.)
Make the full focus of your proposals on the prospect. Their pain points. Their vision. Their goals. Their possibilities.
Also, too often, proposals focus on logistics (the process, the services, the transaction) or worse, they make the provider the hero instead of the client. The truth is, clients say “yes” when they see themselves reflected in the story and can clearly envision their desired future through your solution.
NOTE: Everything I share here applies to products AND services. No matter what you’re providing, you can master the art of effective proposals from the keys I share below.
That’s why one client can sell her custom chocolate-covered dates at $28 for 3 pieces.
That’s why another client can sell her bookkeeping services at $50k/year minimum.
Changing the way you propose and the layout of your proposal makes all the difference.
So start here…
7 Keys for Mastering Proposals
Make an outline template for how you lead and conduct your proposals. Mine is usually 30-60 mins long, depending on the client and scope of work. For every prospect, edit it specifically for them. You won’t necessarily share this with the prospect, but you’ll use it as talking points to keep your proposals direct, clear, and powerful. This will keep you on track. Pro move.
Define the prospect’s top 2-3 pain points. What are they? Say them out loud. Paint a picture of the default future if you don’t work together. Really let them feel the discomfort.
Do not sell yourself. Sell the results the client wants to see.
Share 3-5 ways you’ll address their pain points and goals. This can be high-level, not in the weeds. Help them see the before-and-after vision.
Provide a big picture view of the scope of work, timelines, and investment. Ask if they would like to continue.
Work with any objections the prospect has. (Get a coach to guide you on this.)
Regardless of their answer, continue to nurture them as a possible future client. This is how your impact and network grow over time and create momentum.
Even if their answer is no, I don’t believe in failed proposals. It’s all about planting seeds and watering them. You can become a trusted resource for this prospect if you do this well. They might come back in two months, a year, or longer, ready to pay you and jump into the work. I see this happen all the time.
Bonus: If a prospect says no, still send them a resource, a gift, or something to support the relationship. Mark it down in your calendar to reach back out in 90 days or so. Prospect care is the lifeblood of business.
In my next virtual masterclass on February 12th, we will be diving into this exact topic. You’ll receive tools for creating dynamic, story-driven proposals that inspire confidence, build connection, and convert more clients.
When you master your proposals, you don’t just increase your yeses and income, you elevate your entire client experience. What’s one key you’ll try out in your next proposal? Reply back and let me know. I personally respond to all emails.
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