Business Proposal Writing: Don't Fall into the Trap!
Copyright © 2005 Robert Moment
Sell Integrity
http://www.sellintegrity.com/
In business, there is a question that no sane person wants to
hear: "Could you write me a proposal?"
Proposals are traps, ways to build up and break down dreams.
Sound dramatic? It's not. In many cases, writing a proposal is a
waste of your time and effort. According to Tom Ranseen, of
NoSpin Marketing, there are three reasons why proposals are known
as traps:
1. They waste precious time that could be used looking for other
prospects or providing other productive work to current clients.
2. They give pricing/packaging information to mere tire-kickers
and then to the competition. You just become a number standing
in line without a dance partner.
3. They give you a false sense of security that you're doing
something positive and productive in your sales process-that
you're busy and making progress-and maybe that's worst of all.
Does this mean that all proposal requests are useless? No—what
it does mean is that you have to be able to choose which are
worth your time and which aren't. Below are tips to help you
make that choice:
1. If a potential client wants a proposal but has not given you a
clear idea of what they want/need and do not seem able to make up
their minds, the best advice is to pass.
2. Is the potential client shopping around, or looking into other
prospects? A part of you will want to create proposal just to
solidify your abilities ; however , be careful: a client who is
unable to choose companies may not be worth the effort it takes.
3. Did your potential client demand a proposal right away? In
most cases, the quicker a proposal is demanded, the more likely
the client is to back away. Watch for impulsiveness.
4. Is the client unwilling to talk to your directly to review the
project and /or proposal? This typically boils down to
indecision or wavering interest. It is best to pull out while
you can and not waste time.
5. Ask the important questions before accepting the offer to
write a proposal. Make sure that the client is qualified to carry
through with their plans. Are they committed? Are they
financially secured? The worst thing you can do is have a client
who loves your ideas but simply can't afford them or commit to
them.
6. Use common sense. Take all things into consideration before
writing a proposal; it will save you time and allow you to devote
your abilities to other projects.
The proposal trap is a common one in business; many hours have
been wasted and many dreams shattered after falling into it.
Take the time to review these suggestions and learn when to write
a proposal and when to walk away.
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Robert Moment is a successful business and success strategist and
author of "It Only Takes a Moment to Score", which is currently
available at Amazon.com and Barnes and Noble. Robert help
entrepreneurs avoid becoming a statistic and turn their ideas
into wealth and have FUN ! Grab a copy of his Free Special
Report, "17 Profitable Ways to Turn Your Content into Money".
Visit: http://www.sellintegrity.com
