Eric Deeran explains why sending a proposal without walking the client through it kills deals. Ethan learns that presenting the proposal in person or over a call, rather than emailing it, keeps you in control of the conversation and prevents clients from saying no before you've made your case.
Hey, man. I sent over a proposal to a client a couple days after we had a meeting, and it's been like three or four days and I just haven't heard back. I'm kind of getting a little worried.
Okay, but did you go through the proposal on the actual call or did you just send it over to them after the first discovery call?
No, on the call, they asked me to send it over to them, so I did. I put it in email pricing and all the packages and everything, and it's been radio silence ever since.
Okay, so the first thing is you fell into what we call the proposal trap. So basically, if you're sending them a proposal and you don't just walk them through it on the call, you're just going to put yourself in a place where they're going to take the information, shop it around, and then ghost you. And so what you have to do is you need to schedule another call after the first call, go through the proposal with them on that call, and then basically walk them through that and. Objection. Handle any sort of objections they have and get the deal done on that call. Tons of people will make this mistake, and it's. It's why they're losing a ton of deals because they're not actually walking the client through the process. They're just sending. They're being lazy and they're sending the proposal. Does that make sense?
Yeah. I mean, do you think it's savable?
Yeah, you could probably. I mean, you can definitely try to save it. Just say you have something new you wanted to go over with them, try to get them back on the phone, and then see if you can get them closed at that point. But how much was the project overall?
It was about 5,000amonth.
Okay, so how many months was there?
Three months. So 50. 50 total.
Okay. Yeah. I mean, that's not a little amount of money. So I would try to hit them back up so you can get them back on and not make this mistake again.
Gotcha. Okay. Yeah, I'll reach out to them.
Okay, cool. You guys want to learn how to not make this mistake as well? Click the link below. I have a free cheat sheet for you going over our sales meeting cheat sheet so you don't make this mistake and lose deals like Ethan here.
