Fellow Offliners... Proposals?

I guess I'm the only one writing proposals...

josh,

Honestly, our proposal is what gets us our business, it converts at 17-22% right now, and not to be a dick... but it is our gold, we start sharing that, we will eventually lose business...

However, ask some specific proposal questions and i can help answer them.

Truth is, I treat every client like they were my only client and write custom proposals. There is a formula, however. Here it is:

1) Identify their pain. If you had a good interview/sit-down, you should know what their pain is. Hint, 95% of the time - the pain is CASH - saving cash or generating more cash!

2) Outline the steps you will take to relieve their pain. The two big ones: Lead Generation (A/R Setup); and Traffic Generation (SEO).

3) List out the benefits of your prescription - how they will generate cash and save cash at the same time...

4) VERY IMPORTANT!!! List a basic matrix of the TIME COSTS of your work. For example, A chart that shows how many hours it will take to setup an A/R, how many hours to create backlinks, blog content, etc. Overwhelm them...

5) Pricing. If you did a good job in showing how your service will solve their pain, save them time, and generate an ROI - you will sell! Also, include on the price sheet - your guarantees and mention your "referral program." I like to put - "Want your monthly maintenance for free? Ask about our referral program..." ---- We give 1 free month to our clients for every referral that converts...

There you have it... Keep your eyes out, as I will soon post some offline support materials on WF...

--Ben

I agree with that. I just wanted to keep it simple and to the point. You are dead on about that. I don't even bother taking on clients when I can't project an ROI that is realistic.

Also, it is not so much a timeline, as it is a projection of time savings. Business Owners' time is thin. Reminding them that they have another hat that you will wear for them is a perceived ROI.

In my case, I find my time so thin that the first cost I consider is time. Any way that will allow me to save my time is a win for me. Besides, a 2-sided ROI will convert. My proposals convert over 35% of the time. Why? Because I show them 3 things: 1) How they will reduce outflows of cash. 2) How they will generate new inflows of cash. 3) How they will save time expenses that increase efficiency and productivity.

Once this point is made, they will be crazy NOT to hire you!

LMC - I do understand where you are coming from, but if I had taken the same view there would never have been my war room series, and honestly, it hasn't harmed my business one bit.

You 'da man, Eric!

Barry, Steve,

The OP is located where a partner of mine will be setting up shop, because we are expanding at the moment... I guess I am being a bit too cautious, but rather then publicly display it, I'll PM josh...

My basic proposal - "My name is Arthur and I want to show you how to cut your expenses next month and probably find new cash customers"

Simple, to the point, demonstrable and transparent. I just wish I was well enough to start using it again!