Erin Balsa - From “Hit or Miss” Proposals to a 100% Close Rate
Ditching Hourly
The Asking for 100% Upfront Is a Red Herring, Right?
The asking for 100% upfront is the sneakiest thing I do on the proposal. It's sort of a red herring in a sense, because I'm willing to negotiate that in lieu of negotiating the price - which I absolutely never ever ever negotiate. So it gives me something to compromise on if the client is, you know, wants to talk about something but negotiate something else. The benefits are clearly outlined as they pertain to the I've heard you kind of intro paragraph. And then I'm summarizing it in three paragraphs and then I'm giving three different options and under the options using the benefits so that makes a lot of sense.
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