Eric Deeran explains why his agency stopped sending written proposals. Sixty to seventy percent of prospects ghost after receiving one, he says, because it kills momentum and turns you into a vendor. Instead, present the proposal live on a call, handle objections in real time, and close the sale that day.
This is why I banned proposals from our agency. Most agencies and video and creative agencies send proposals because they're uncomfortable with actually closing the client on the sales call. But here's exactly what happens when you send a proposal. Number 1, the client price shops you against 3 or 4 other people because they have a proposal in hand. Number 2, you actually become a vendor, not a partner, because you're not walking them through the actual proposal and how they can use what it is that you're creating to generate a result in their business. Number 3, the emotional momentum dies the minute they read it because they're not on the call with you walking through how it's going to help them. So if they have questions, they They can't ask you. Number 4, there might be decision makers that never even open the proposal because they never see it. And then what typically happens is they ghost you or you drop the price just to rescue the deal. And then you follow up tons of times, 60 or 70% of the time you actually get ghosted. And then finally you wasted 4 or 5 hours creating a proposal that nobody ever reads. What you actually need to do is walk them through the proposal on a call, conquer any objections or concerns that they have, and then close the sale on that call. When you do this, you have a much higher close rate because you're there to answer any questions they have. So if you want to learn how you can start doing this, put together a short video on the next page going over exactly how you can start doing this. Click link below. We'll see
