How To Close A Sales Proposal Effectively

Hey. All right. Welcome to this week's webinar. We're going to do it a little differently this week because of my travel schedule. I just cannot do a live webinar this week. But I didn't want to leave you in the dark. I wanted to give you some great content. So we are doing a prerecorded webinar, and if you registered, you're seeing it because you're now getting the recording. So thank you for registering. Here's what I want to talk about today. How to close a sales proposal effectively. Now, I'm not going to take a half hour, so it's going to be a much shorter webinar since it's just me speaking to you. But what I want to talk about today is what you can do to wrap up a sales proposal effectively. Because here's where so many people struggle right now. So many advisors, they come in, they're prepared. I'm not even going to get into what they're saying during the proposal. We've talked about that in the past. Right. Make it all about the prospect, not you. But it's that close that so many struggle with, which is, how do we get even if our solution looks like the right solution? They seem, the prospect seems like they're bought in. How do we get them to take that next step instead of saying, well, we'll get back to you. And so what I want to talk about is two things you can start doing today.

To help you put yourself in a better position to win proposals.

Now, remember, the key to a good proposal Is to spend 90, 95% of the time talking about the prospect, telling their story, talking about how your solution can fit into their story. It's not about talking about you and your agency or how long you've been around and all the resources that you have. Nobody cares. Yeah. Come back at the end with some credibility to verify and justify that. The their decision to buy. However, it's that close. After you've done a job, make a good job making it all about the prospect. It's what you're going to do to close. So there are two things I want you to start doing right away, if you're willing to admit you struggle a little bit at the end of proposals to get prospects to take the next step. And I implemented these two steps in my own advising business because honestly, I wasn't a great closer. When I say closer, I wasn't a hard closer. Who was going to drive home why we're the best and sit there and I'm not going to take no for an answer. That wasn't me. But I wanted to make it really easy for my prospects to take the next step. And that's the key. You have to make it easy. Far too often we, you and I, are guilty of making doing business with us too complicated. And when it's not clear, it feels complicated, the prospect's going to say no, or they're going to come up with a reason why they're not making any changes right now. So we got to make it clear, simple and easy to understand and make it so that the prospect believes they can take the next step. It's not a matter of whether you think they can. It's do they think they can? So here are the two things I want you to think about at the end of proposals. After you have walked through what their current problem is that they're trying to fix, you have shown them how your solution is going to help them fix that problem. Maybe you spent a little time talking about the agency at the end to create the credibility that you are credible, to help them do this. At the end of sharing your solution.

The first thing you've got to do is show them what life will look like as a client of yours. So after you've shared the solution and after you show them the potential results, they could realize. What I want you to do is paint the picture of what the first 12 months are going to look like doing business with you.

Show them when you're going to have meetings with them. Show them what they can expect from you and your team on a monthly, quarterly basis. Literally create the first year game plan. Think of an NFL team who scripts its first 15 plays of the game, right? There's a reason they do that.

It's the same thing. You are going to script the first year for that potential client. Because when they can see what that first year is going to look like, what they can expect from you, and literally pinpoint when we will be having our quarterly meetings, what you could expect from us on a quarterly and monthly basis, what our communication campaign is going to look like for your employees. If they can literally see what that first year is going to look like, it starts getting them to believe they can do it. It's clear now there's clarity. You've set the expectation and they have clarity. Two very important things.

Now, the second part of this equation to close a sales proposal effectively is you have to make next steps easy. So after you've painted the picture of here's what life is going to look like for the first 12 months as a client of ours.

Now you got to let them know what they need to do next. So what I want you to think about is.

What is your onboarding process if you don't have one? Please create a standard operating procedure for your onboarding process from your clients. If you're just haphazardly winging it from here and there, trying to get a new client on board and all hands on deck, that is not the way you want to bring a new client into the fold. You want to have a standard operating procedure, here's the steps we take to bring a client into our family. Now, here's the key. You don't need nine or ten steps. If you make the onboarding process appear too complicated, too lengthy, they're not going to buy. That discourages them from taking the next step because it looks hard. What you want to do is think about your onboarding process after you've created the process if you need to. And I want you to break it down to three, no more than four steps.

So here's what your life's going to look like as a client of ours. First 12 months. Remember, think of the NFL team scripting the first 15 plays. And in order for you to take to take that next step, here's what you have to do. Step one, step two, step three.

And make those steps simple and easy to understand.

You see.

You can absolutely crush a proposal out of parc.

You can say all the right things in the meat and heart of your proposal. Talk about their challenges, get them agreeing that they are their challenges. Show a solution that you think is too hard, too good to say no to. They could be bought in. You could have that feeling like they're eating out of your hand.

But if you do not make.

The next steps, their future look clear, easy, and believable.

They'Re not going to say no. And so that's my challenge for you today. Like I said, it's not a long webinar. It's a prerecorded piece of content coming at you. But I want to help you build better sales proposals, especially with Q4 coming up. Hopefully you're going to be giving a lot of proposals. Maybe you have to do a big proposal for a client for renewal, but you got to paint that picture. When you get to the end of the proposal, you got to show them what life's going to look like, paint that future, and then make next steps easy. If you don't have an onboarding process, stop this video. Sit down with your team Create an onboarding process that you can rinse and repeat, but then make it simple for that new client to execute the onboarding process. You do those two things, I promise you're going to get a lot more of those prospects at the end of that proposal. Saying yes in the moment.

Versus what we hear far too often. Great information. We'll get back to you. So that's my advice. You got any questions, reach out to me. Let me know how I could help you up, level your sales proposals. Remember, it's not knowledge, it's communication. If you communicate those proposals, if you communicate better, you storytell better, your proposals will be more effective. And I want to remind you that our next broker branding academy starts August 3rd. So we're about three, three and a half weeks out. If you're listening to this and you want to make fourth quarter awesome, I'm telling you, you don't need more knowledge. You need to become a better communicator. And you need to have a system to prospect and a system to walk your prospects through your sales pipeline. You do those two things well, you're going to hit a home run this fourth quarter and beyond. So I highly encourage you to check it out. Shoot me an email, shoot me a text. Let's get on a call, let's see if it's a fit for you. We cap it at 20. Once we hit 20, we close. And this is our last academy of this, the onboarding process. Easy. You'll have more prospects saying yes. Have a great day.