The Agency Accelerator Closing the Deal: Pre-Proposal, Pitch, and Post-Pitch Strategies with Joe Ardeeser
In today's episode, my guest, Joe Ardeeser, from Smart Pricing Table, explores the art of writing a winning proposal. Joe will share his insights on what to do before agreeing to write a proposal, how to structure a proposal effectively, and how to make a great impression with your follow-up. We also discuss the importance of understanding your client's needs, the value of productising services, and the benefits of interactive proposal software.
So whether you're an agency owner looking to up your proposal game or a freelance consultant hoping to close more deals, this episode is packed with invaluable tips and strategies.
Time Stamp
[00:00 Introduction to writing winning proposals for agencies
[03:48] What questions should you ask in a sales call?
[07:45] Ascertaining your prospect's budget
[09:00] How to use 3 pricing examples
[09:28] What warning signs to look for that would lead you to walk away from a prospect
[12;15] What should a proposal contain?
[14:21] Simplify your proposal creation: Define each service and save to a reusable library.
[18:59] What should you do when asked to provide design ideas in a proposal?
[20:44] What do you do once you complete the proposal?
[25:49] How does Smart Pricing Table support the proposal writing process?
[30:26] What advice would Joe give his younger self just starting out in business?
Quotations
“Never send a proposal to a client, instead, book a proposal presentation meeting” - Joe Ardeeser
“Creating a Client-Centric Proposal: A prospect doesn’t want to dig through 100 pages to find your price or to find your detailed proposal." - Rob Da Costa
“I'd want to ensure that I have access to the decision maker... If I can't get a promise that I can talk to that person, I'd be very hesitant.” - Joe Ardeeser
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Useful links mentioned in this episode: