Proposals Don’t Sell

January 21, 2013

Here’s the principle that you must never forget: proposals don’t sell, people sell.

Proposals don’t do the work. They only help people succeed.  Never do in a proposal what you can do in person.  It doesn’t make sense to go through an extensive process of interviewing prospects and then relegate all our findings to a few pieces of paper.  Proposals are horrible business development vehicles.  They should be used only to confirm what is already agreed to.  If you commonly work in an industry where proposals are common, it is important to say early in the call: “Mr. Customer at some point you’re probably going to want a proposal from me.  If we get that far, I want you to know that it will have no new information in it.”
The price and major recommendations should not be a surprise to the prospect.  At a minimum issue a ‘First Draft’ and go over it with your prospect before finalizing.

Read more at www.leadershipconnections.com


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