March 6, 2024

Benefits? The Good News And The Bad News

One thing that can really trip people up when they first start trying to use my 5-Page Proposal Template is trying to add business benefits to each of their project options.

So, the temptation is to skip the benefits and focus on deliverables instead.

Do NOT give in to this temptation!

Being able to clearly articulate the business benefits of your proposed options is extremely important.

You can’t replace benefits with something else if you want to STOP competing on price and START charging premium fees.

That said, I can tell you there is some good news and some bad news...

The Bad News

The bad news is that almost everyone stinks at including benefits in their proposals.

I’ve reviewed hundreds of proposals through my coaching programs and in The Pricing Seminar, and my most common critique by far is that the author has failed to include compelling business benefits.

The Good News

The good news is that it’s not particularly hard to learn how to improve your articulation of benefits.

You just need to understand exactly what business benefits are, accept that you must include them in your proposal, and ask questions to uncover what benefits the client really wants.

Yours,

—J