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? Its 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 youre doing something positive and productive in your sales process-that youre busy and making progress-and maybe thats worst of all.
Does this mean that all proposal requests are useless? Nowhat it does mean is that you have to be able to choose which are worth your time and which arent. 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...
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