One of the most anxious times, after you have sent a proposal or estimate off to a prospective client, is waiting for their response. Sometimes this may be a formality, and others may have to gain approval from another decision-maker.

One of my Ask Morton clients called as he had just emailed a proposal in which he promised to contact the prospective client in a couple of days; they replied to say, leave it with me, and I will get back to you shortly.

In our discussion, he said, “I was uncertain as to what to do next – should I call or wait for them to respond?” I asked about the meeting and what questions he asked?

I suggested he follows up in a couple of days, but for future meetings, there are a couple of questions he should have asked which can alleviate any future anxiety after clicking the send button.

As you draft your proposal after a meeting, here are a couple of questions you should have answers to:

Ask the client – why me or us?
Do you come highly recommended or have developed a reputation for the stellar results you have achieved?

Why now?
Is it because of Covid? Have they lost a significant client base? Do they have the budget now?

Why do they want the service delivered in a particular way?
During the meeting, you may have explained your approach, and in turn, they have defined what works best for them.

This is just a sample of some of the questions you can ask, as there is never a guarantee that you will get the business. However, as you draft your proposal, the answer to these questions can help you to close more clients.

On November 11th, I will be launching a new six-week program to master how to ask the right questions, price, craft and value your offer and win new business with ease.   If you are interested in hearing more reply ‘Value’ to this email and I will happily send you the flyer!

Until we meet.

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