Many agencies regard the proposal as the first phase of the sales process, while in fact, it should be one of the final steps. The proposal is a document confirming previous discussions, not a conversation starter. You have to understand its place in the sales cycle and how a proposal from your agency should be used to win a contract.

Besides business objectives and the current state of the company’s marketing outreach, you should understand why you are losing proposals:

1. You focus on cost, not value.
   • Do you understand where your true value lies?
   • And no one wins a new client with that attitude.
2. You didn’t qualify the prospect.
3. You didn’t develop a relationship.
   • People want to do business with people they like. It’s that simple.
4. You don’t act like a partner.
   • You need to challenge the client by showcasing not why they are wrong, but why another way is actually more efficient and effective.
   • You can stand out by taking a different approach.
5. You frame pricing in the wrong way.
6. You don’t have a process.
7. You don’t set expectations.
   • Every client’s goals and challenges are different, but that doesn’t mean you need to start from scratch with every proposal.
   • There shouldn’t be some big reveal. It’s not a tool for convincing and impressing.
8. You weren’t persistent.
   • Sending a proposal isn’t the final step – obviously. You still need the potential client to sign.
   • Remember: persistence is key.
9. You lack credibility.

Related Guide: The Hidden Cost Savings of Working with an Agency

The Table of Content of “Why You Are Losing Proposals” Guide:

• Introduction
• You Focus on Cost, Not Value
• You Didn’t Qualify the Prospect
• You Didn’t Develop a Relationship
• You Didn’t Act Like a Partner
• You Frame Your Pricing in the Wrong Way
• You Don’t Have a Process
• You Didn’t Set an Expectation
• You Weren’t Persistent
• You Lack Credibility

Number of Pages:

• 21 Pages

Pricing:

• Free