By John Hodge
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Ever wonder why your digital marketing proposals are getting rejected? Yeepp… I’ve been there, and I wondered the same thing.
Quick heads up, this article is geared towards freelancers. Onboarding clients in the agency world is a lot different, luckily I have an article on that here.
I’m qualified to own the projects that I’m bidding for. I price my work realistically for the market I’m in, the benefit it provides, and the level of expertise I have to offer.
“So what’s the deal?!” I asked myself while I was clsoing fewer and fewer proposals.
It took some time for me to center in on a strategy that really worked. I actually almost just gave up completely, but then I read Scrum: The Art of Doing Twice the Work in Half the Time and realized that being able to show actual process was worth more than a detailed proposal of work ever could be.
Maybe this concept would help me win more proposals.
Alright, Time to Throw Out Your Current Proposal Process
This is especially true if you’ve been following the same process for a few years now. I was in this boat myself.
So for me the process would be something like this. I would get referred to by someone, or they would find me through my website, B2C or Inbound.org. Then, they would reach out to me looking for a solution to a problem, and chances are they would spend a lot of time talking about their company and current situation.
Historically, I would pair their problems with my solutions and present a proposal outlining the work I could do and how it would help. As I mentioned earlier, the success I once had with this began to diminish.
Here was the problem with my approach.
It’s the same process used by the vast majority of freelancers. They have a discovery call with a prospect, listen to their problems, and send a proposal with a list of services they recommend.
Why’s this a problem though? It seems like the most logical way to offer services.
It only takes one bad experience for a prospect to demand a new approach. If everyone is using the same approach, then the chances of that approach being tainted with a bad experience skyrockets.
I’m sure there are other reasons, but at the end of the day, it doesn’t work that well anymore. The market has shifted and it demands a new process.
An Example of a Proposal Process That Works
Learn as much as you can. Talk about their goals and problems. Try to nail them down as many of these items as possible. Obviously, this is easier with some prospects than others.
Once you have a firm idea of the entirety of their problems and goals you should have enough information to end the call.
Don’t wait to start working, also don’t make any promises. In fact, when you end the discovery call you might say “Well, I don’t know what I would recommend we do, let me do some Go to the full article.
Source:: Business 2 Community