I have turned off so many clients by sending out a proposal without the proper follow-up.
Most of the time, they usually faint after receiving one of my proposals.
However, whenever possible, I like to follow up with a phone call or email then have them come in for a face to face sale.
You need to view every proposal as your first step in making a sale.
In my experience, there are always three kinds of clients asking for a proposal.
Here are the best ways I’ve found to deal with each type to get the job:
1. A client shopping around for the best price. Solution: This is perfectly acceptable. You need to come up with points A, B and C why your product and/or services are the best value and hope for the best.
2. A client who has never done an event like this before, so they actually have no clue about prices. Solution: While explaining your design/services a picture can tell a thousand words. Show them visually what they can get at what cost. If you are just starting out and do not have images, create your own story boards. (For inspiration, check out our Inspiration blog.)
3. A client who is very knowledgeable about prices and wants next to nothing for the event. Solution: RUN. It’s not worth your time or energy. Not to mention it might end up costing you money.
The best way to follow up on any proposal is to allow your potential client to know you are very interested in the job and are willing to do almost anything to get the job–except lose money.
How many times are you willing to see or talk to a potential client before saying “enough is enough”?
Are you the type to be very cool and collected while explaining your costs to a difficult potential client? I find this one truly hard. (This is why I try to have someone else do this part.)