What’s Your Goal When You Submit a Proposal?

January 13, 2008

During my days as a tech consultant, every proposal I submitted to a prospective client had one goal.

The goal was…

TO GET THE PROPOSAL ACCEPTED

But over the past 12 months, I’ve realized just how backwards that is. Let me explain why.

One of my biggest strengths is selling. I can sell myself pretty well. And when I ask enough questions to really understand what my prospect wants, I can manipulate what I offer to fit the bill.

And that’s the problem.

My urge to get the business always forced me to create my proposals to sell.

But despite what “winning the business” did for my ego, it just wasn’t a profitable long term strategy for my business.

You see, I have big goals for my business. I imagine that you do too.

(If you don’t, then there are far less risky and turbulent ways to live than to be an entrepreneur.)

And to reach those goals, you don’t just need clients… you need the right clients.

And that means most of the prospects out there simply aren’t/shouldn’t make the cut to become one them.

So here’s a different goal to have for each proposal.

You submit a proposal to get a decision.

You stick to your guns. You do what you do. If it’s not right for the prospect, then they should no longer be a prospect.

Next.

Move on… you’ve got goals to reach.

Posted by Jason | Filed Under Blog 

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