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