Captain’s log, stardate 20220923
Fellow list member Dominic Whittle wrote in with a proposal writing tip that has been successful for him (shared with permission):
I wanted to share something that’s working for me as I transition to value based project pricing.
Following a sales call I write up and send the client a standalone Situation Appraisal.
No proposal or pricing with it. Just getting clear on the goals and objectives and having a stab at what that means in terms of client value.
Splitting this from the proposal (although I also include it again in the proposal) been effective for a few reasons I think:
- It allows me to practice the value conversation and test the outcome without the take-it-or-leave it of a proposal. I can revise a Situation Appraisal first, then send the proposal later. I know you don’t recommend changing prices once a proposal is sent, so this gives me confidence I’ve got to the bottom of the value first.
- I’m not an authority yet. Demonstrating a deep understanding of a project is great for building a relationship based on trust when I don’t have a published blog, newsletter list, or blog behind me.
- Stretching out the sales timeline gives the client time to decide if they want to work me independently of the cost of services. Again I think this is useful when they don’t yet see me as an authority.
Long term the situation appraisal as a separate step from the proposal won’t be necessary, but I think it’s useful in this transition period.
I love this idea!
If you’re still trying to get comfortable with The Why Conversation and value pricing for custom projects, Dom’s tip might be worth a try.