Is Your Proposal Helping or Hurting Your Deals?
Ever wonder if your proposals are working as hard as they could be? A great proposal isn't just a document—it's your secret weapon for closing more deals, faster.
If you've ever questioned whether your proposals are clear enough, compelling enough, or effective enough, here’s how to tell—and exactly what to do about it.
1. Is your proposal client-centered?
What to look for:
If your proposal starts with a big intro about you, your experience, your team, and your portfolio—you're starting off wrong.
Do this instead:
Dive straight into the client’s world. Clearly restate their problem, goals, and language from your discovery call. Show them you heard, understood, and internalized exactly what they're aiming for.
2. Are you clearly defining the solution?
What to look for:
Check if your proposal clearly matches specific deliverables to your client's stated problems and goals. Avoid vague descriptions—be precise and straightforward.
Good Example:
“We'll deliver a custom homepage, three detailed pages (Property, Work With Us, Stay With Us), and mobile-responsive layouts to ensure guests can book their stays effortlessly from any device.”
3. Are you eliminating overwhelm or creating it?
What to look for:
Too many options, price ranges, or vague timelines can make clients feel overwhelmed.
Better Approach:
Offer a clear, single recommendation for what's best based on your expert judgment.
Example:
“Based on your goals, we recommend our Branding & Website Package at $8,500.”
3. Do you have unnecessary “fluff” in your proposal?
What to look for:
If you're repeating things from your website (team bios, testimonials, portfolio examples), remove it. It distracts clients from what matters most.
What to do instead:
Focus entirely on their needs, showing precisely how you plan to solve their problem.
3. Are you setting clear expectations?
What to look for:
Vague timelines or unclear next steps can kill momentum.
Better Way:
Clearly map out your timeline and process.
Example:
“Week 1: Branding Mood Board; Week 2: Wireframes; Week 3: Your feedback & revisions.”
4. Are you creating urgency?
What to look for:
Proposals without a clear starting date or payment schedule can stall out.
Clearer Approach:
Include explicit payment triggers and deadlines.
Example:
“To start your project by August 15, your deposit of $2,000 is due by August 1st.”
4. Are you leveraging visuals and fast-action deliverables?
What to look for:
Purely textual proposals miss the chance to visually excite the client.
The Fast Action Solution:
Quickly produce a visual teaser (mood board, quick sketch, wireframe) to include directly in your proposal. This creates immediate value and helps your client visualize the result.
If you’re still unsure…
Ask yourself this simple question after every proposal:
"Is it clear exactly what problem I'm solving, how I'm solving it, and what the client needs to do next?"
If not, simplify and clarify.
Your proposal's job isn’t to convince—it’s to confirm.
Keep it focused, clear, and actionable, and watch how quickly prospects turn into paying clients.
