Speaker explains that sending proposals without diagnosing client needs—"hope and pray" marketing—fails. They recommend a proven sales process that diagnoses a client's current state (A), desired state (B), and quantifies the gap using a sales script or framework during the sales conversation.
What a lot of people do is they simply just send a proposal without diagnosing the client's problem. They send a proposal to them, and then they hope and pray that the person pays it. That is called hope and pray marketing. It does not work. So we need to have a proven sales process where we build a gap from where they are right here to where they want to be. So let's pretend they're at A and they want to be at B. And so within the sales conversation, we use a sales script or a sales framework to be like, okay, Johnny, where are you at with your business? Okay, you're here. Now. Where do you want to go? And we need to quantify those two things.
