Podcast Notes
Episode 453 Adding a Healthy Tension Hosts: Brian Miller, PCC and Chad Hall, MCC Date: February 20, 2025
In this episode, Brian Miller and Chad Hall dive into the nuances of crafting effective business proposals. They discuss how to navigate the proposal process, engage decision-makers, and ensure that proposals align with client needs. Whether you're in coaching, consulting, or any service-based business, these insights will help you refine your approach and close more deals.
Key Highlights:
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The Pre-Proposal Phase: Before crafting a proposal, it’s crucial to build rapport through networking and initial conversations. Understanding the client’s needs before selling services ensures a better fit.
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Engaging Decision-Makers: A proposal is only effective if it's presented to the person with the authority to approve it. Avoid spending too much time with intermediaries who lack decision-making power.
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Structuring the Proposal: Most proposals should include clear pricing structures, typically an hourly or day rate, while remaining flexible enough to adapt to client needs.
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Presenting the Proposal: Instead of just sending a document, meeting with clients to review the proposal can significantly increase the likelihood of approval, especially for high-value services.
Takeaways:
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Start Small and Grow the Relationship: Many clients aren’t ready for a large engagement upfront, so beginning with a small commitment can lead to a long-term partnership.
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Proposals Should Reflect Conversations, Not Just Sell Services: The best proposals summarize what has already been discussed and agreed upon rather than trying to persuade after the fact.
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Complexity Requires More Engagement: For larger or more intricate deals, sitting down with the client to go over the proposal in person or over the phone can be a game-changer in sealing the deal.
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