How do I write my first proposal?

Congratulations.

You’ve done the hard work.

You’ve found a potential client.

You’ve listened to their needs.

You’ve explained what it is you do.

They sound really interested.

“Send me a proposal” they say.

And you stop dead.

Because you’ve not done a proposal yet.

You’ve never written one before.

What do you do?

The single most important thing to remember is you have not got the client yet. That means that your proposal is a sales document. You are still “persuading” the client that you’re the right person to work with.

And the client is going to be looking for three things:

  • Will you help me achieve my objectives?
  • Will the price you charge be worth it?
  • Are you capable of delivering this project?

So your proposal should not just say “I will build a 5 page website for this price” or “I will keyword optimise your site for this price” or “I will write a Javascript component that does X for this price”.

Because that does not answer the client’s questions.

They don’t want a 5 page website – they want more sales1.

They don’t want keyword optimisation – they want more traffic2.

They don’t want a javascript widget – they want happier customers3.

In all three cases I’ve made an assumption about what it is the client is actually looking for. It’s your job, during the course of your conversations to figure out what their objective actually is.

And then you state that, front and centre, in your proposal.

“The aim of this project is to help Client X achieve Objective Y”

Straight away, you’re answering the client’s question – will you help me achieve my objectives? Yes, it’s right there on page one, paragraph one.

Next, is the price you charge worth it?

Well, if you’re going to help them get more sales, how many more sales do they want? Is it £100/month, is it £1000/month, is it £10000/month?

If you’re going to help them get more traffic – what is that traffic worth? Do 1 in 10 visitors become customers? Do 1 in 100, or 1 in 1000 or 1 in 1000000 visitors become customers? And how much is a customer worth? You can then use this to figure out that if you boost their traffic by 100 or 1000 or 1000000 visitors per month, they are going to make £M in extra revenue.

If you’re going to help them keep their customers happy – what is their customer churn rate? If a customer stays with them for an extra six months, how much is that worth to them in subscription revenue (or however they make their money)?

Because once you’ve got a monetary value, a measure of the difference you’re going to make to their business, suddenly, you’ve got something to anchor your price against.

“According to the projections, implementing this project will raise your revenues by £1000/month”

When you then state that your price is £5000, you’re immediately saying “so you will have made your money back in 6 months” – answering question two.

Now you’ve proven that you know what they want to achieve, you’ve proven that it’s worth their while choosing you – now you just need to prove to them that you can be trusted.

The easiest way to do this is to offer some sort of guarantee.

This might fill you with terror – but remember, you can choose what the guarantee looks like.

So, never pick something that is outside your control. You can’t promise them £1000/month in extra sales, because what if their product is utter crap and no-one wants to buy it? Or a new competitor comes out with something better that’s half the price? Your guarantee just fell through the floor.

Instead, choose something you can control.

The website will be completed, to your specifications, with 3 revisions, within 6 weeks of the contract being signed.

The optimisation process will result in new website copy that reads naturally but has a keyword density of X.

The javascript widget will reduce the customer journey from 5 steps to 1 step, resulting in smoother order processing.

We guarantee that this project will meet the following criteria providing our specialist development process is followed.

And that way, your proposal answers your clients three major questions, puts their mind at ease and makes it easy for them to choose to work with you.

If you’d like to take control of your time, escape the constant firefighting and build a business that works for you, the easy way to get started is to build a 12 Week Plan. My free planner shows you exactly what you need to do.

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  1. Probably
  2. Probably
  3. Probably

Is it normal to know where you want your business to go but not know how to get there?

So you’re planning a startup.

You’ve got the idea.

You’ve got the vision.

You know where you want to be.

You know what you want to do.

But there are so many avenues open to you, so many routes to getting started that you just don’t know where to begin.

What was an exciting idea can suddenly look like a long, tedious process. Just thinking about it can make you scared.

If only it were easier. If only there was a roadmap. A signpost.

Well, there is. A really simple roadmap. You just need to know how to design it.

As it stands, the problem is you are looking too far into the future. When everything is far away, you just can’t see the detail that you need.

So, let’s break it down. As if you were planning a long road trip around Europe.

  • Where do you want to be in five years time?
  • In order to get there, where do you need to be in three years?
  • In order to get there, where do you need to be in one year?
  • To have any chance of that, what do you need to have completed in six months?
  • Which means you need to have done what by three months?

Three months is a magic goal. It’s far enough away that we can make some real progress. But close enough to us that we still keep our eyes on the prize.

So let’s take action.

  • In Week 12, I want to be at point A.
  • So in Week 11, I need to have completed B.
  • Meaning in Week 10, I need to have done C.
  • …and so on, and so on…
  • …in Week 1, I will be working on D.
  • And that means today I need to work on E.

Work backwards from your eventual goal.

But only start getting detailed when you’re looking at a 12 week horizon. Any further and you’ll lose sight of what you’re trying to achieve. Any closer and you won’t make enough progress.

And once you’ve drawn out your roadmap, you will know exactly what you need to do for the next 12 weeks. You just need to stick to it.

If you’d like to take control of your time, escape the constant firefighting and build a business that works for you, the easy way to get started is to build a 12 Week Plan. My free planner shows you exactly what you need to do.

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Speak soon,

Baz

How to keep going even when things aren’t going your way

I really like automation.

It’s something that I enjoy setting up, it’s something that saves me time, it’s something that gives me benefits whilst also using some of my core skills.

But, when things aren’t going your way, automation can also be your enemy.

Because, when things aren’t going your way, they weigh you down. You feel the weight on your shoulders, you feel it within your brain.

That weight, that heaviness; it makes it harder for you to keep going. It means the simple things that you need to be doing, they just don’t get done. The tasks that you need to complete take twice as long.

Because of that, the weight increases. The struggle continues.

The thing is, most of the time, when we feel like this, we don’t actually need a solution. We don’t need a way out.

We just need to feel like we’re moving forwards.

And that’s why automation can sometimes be your enemy.

That’s why, sometimes, you need to force yourself to do some easy activities.

Track them.

Count them.

Set yourself a simple target.

And then just watch yourself as you hit those targets.

Especially when it comes to bringing new clients into your business.

If you’d like to take control of your time, escape the constant firefighting and build a business that works for you, the easy way to get started is to build a 12 Week Plan. My free planner shows you exactly what you need to do.

Download your free planner now