Lisa Murphy shows why proposals fail: not price, but silence. A $65,000 deal lost because the seller ignored it over the weekend. Fix it with a three-step follow-up system: Day 1 email, Day 2 call, Day 5 next steps. Treat follow-ups like deadlines.
Lost deals usually aren't about pricing. The real killer is the 72-hour rule. Why does this specific window completely dictate a deal's survival? Take this real $65,000 proposal sent to an eager client on a Friday afternoon. By Saturday, the client reads it and has questions, but the sender gets buried in delivery work and goes completely silent. You think you're politely giving them space to decide, but the client interprets your silence as a total lack of interest. By Wednesday, they start evaluating alternatives. And on day 5, they sign with a faster competitor. To fix this, you must treat follow-ups like hard delivery deadlines. Block the time on your calendar before you ever hit send. Instead, run a structured follow-up system. Day 1, a quick alignment email. Day 2, a locked-in 15-minute phone call. And day 5, a final email outlining the next steps. So what about that $65,000 Friday proposal? If the sender had just blocked 15 minutes on Tuesday for a call, they would've won the deal.
Lisa Murphy on Speak Feed Lead Conversations with Jackie Bailey | Premieres October 16
