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Friday, 21 November 2008 |
By Elinor Stutz
 When speaking to audiences or coaching clients, I am always asked what may have gone wrong upon submitting their proposal to a prospect who was previously interested but now no longer communicates.
1. Speak to the budget of your prospect
2. Itemize your packages offered for easy comparison
3. Full disclosure
Prior to writing your proposal, you of course need to find out why your prospect invited you in for an appointment or agreed to take time on the phone to speak with you.
The initial conversation puts you, the vendor, in the position of a consultant. You need to dig deep through questioning to discover all of the problems your prospect is experiencing.
In turn, you question further to find how each problem is affecting other areas of their business. Only after you ask all of the relevant questions for the situation, will you be able to determine if your services are a correct fit and that you can indeed help.
It has become apparent that some industries do not |
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Last Updated ( Friday, 21 November 2008 )
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