Liz Goodgold recommended 2 trusted resources to a current client; neither one of them got the biz.
They committed one of the following deadly sins that killed the deal:
- Responded haphazardly to the prospect – When prospects are referred to you, they are already pre-sold and often simply need a reassuring conversation before engagement. Lack of urgency on your part leads to the client feeling unimportant.
Hot Idea: Create a process to respond to prospect queries ASAP.
- Submitted a late proposal –
If you start a project on the wrong foot, it’s hard to continue in step. It’s analogous to the defendant on the stand who lies about one fact; we conclude that he lied about all the facts!
Hot Idea: Submit your proposal earlier than agreed.
- Created an inflexible contract –
I didn’t write “negotiate your prices,” but I am saying that a contract has more elements than price.
Hot Idea: Become flexible about terms, payment schedule, non-disclosure closures, and other options.
- Presented a proposal with merely the price –
A Proposal is not a job estimate, (like one you would find from a plumber), but an outline of deliverables and value.
Hot Idea: Explain to me how you achieve the results and why you are the perfect person for the job. Remember: clients pay for the results, not the process!
- Remained inflexible on the timing –
Sometimes a client needs your service yesterday.
Hot Idea: Offer rush charges and other options that still deliver the project according to your client’s deadline, but also offer you appropriate compensation.
- Peppered the proposal with acronyms –
I often read proposals with acronyms and I have no idea what they mean! Of course, everyone tells me that everyone in the industry understands that jargon, but I disagree.
Hot Idea: Don’t refer to yourself with a series of letters and avoid acronyms like the plague. If in doubt, leave it out!