The right time to send out your proposal

The right time to send out your proposal


when is the right time to send a
proposal – I’m Mark Wickersham, i am the author of a number of books on value
pricing I teach the accounting profession how to master value pricing
and one thing that’s interesting is the proposal is an important part of your
pricing process but most people get it wrong you see the golden rule is this a
proposal should only ever be written or sent to confirm what’s already been
agreed you see what happens the mistake people make is they meet with a client
or prospective client they ask the right questions they build up the value of the
client then wants to buy we then get to the question about price so what’s it
going to cost and we say what we’ll do is we’ll put it in writing and we’ll
send it through the mail or by email and that’s crazy we should never ever do
that because we’ve lost control we should always have the pricing
conversation with the client now what happens though if the client does say
can you put that in writing I’d like you to I want to think about it can you put
the proposal in writing you should never agree to that never agree to do
that if they haven’t said yes in the meeting
you’ve not sufficiently inspired them you’ve not sufficiently demonstrated
that you can solve their problems you’ve not dealt with their objections there
must be a reason why they haven’t said yes and so you need to go back and
revisit the questions revisit the value and have a conversation with the client
to find what’s stopping them from saying yes because the reason why someone might
say to you can you send me a proposal is because they’re too polite to say no and
no is okay we don’t want to work with everybody and what we really want to do
is get the no answer sooner rather than waste time if they’re not if we haven’t
sufficiently inspired them or demonstrated our expertise for them to
say yes it may be that we’re just not right for each other and that’s fine
let’s get that identified because if they want a proposal it’s because they
want to go and think about it but really it’s because
they’re not sure they’re too polite to say no or it might
well be they want to shop around and find somebody else so your proposal
should only ever be sent to confirm what you’ve already agreed if you’d like more
help on value pricing I do a monthly training session it’s online an online
webinar if you’d like to come along below here you’ll find a link click on
that link and you can join my list I’ll email you once a month with the dates of
the training sessions and I will teach you more about value pricing we’ll go
deep we spend an hour I teach you content and answer questions there are
some other things below here as well some other resources you can grab thank
you so much for watching this video

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