Sent by Jonathan Stark on July 30th, 2018
Almost every time I review a project proposal - which I do a lot - there’s one particular problem that stands out head and shoulders above anything else:
A lack of articulated benefits.
If I have squirrels in my garage and I call you to get them out of there, I expect you to give me a quote that plainly states that my garage will be squirrel-free when you’re done.
Instead, what I see from developers is (to use the squirrel guy metaphor):
BUT NOT A SINGLE WORD ABOUT:
So, fine... list your tools and your process and your estimated hours if you must.
But don’t forget to plainly state the benefits that the client can expect to enjoy from their investment in your assistance.
P.S. Do you think you’ll be sending out a proposal in the next month or so? I can almost guarantee that you’re going to price it too low. Recently, I had a student close a deal at a price 50% higher than his biggest proposal ever AND for a project that requires 25% of the work. There’s currently one opening left in the program. Learn more here -> jonathanstark.com/coaching
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