November 4, 2024
Reader question re: How do I come up with three options for a project proposal?
A new list member, who I’ll call “Alice,” wrote in with a question in response to an email from me in which I suggested including exactly three options in a project proposal.
The question spawned a short thread that I think you’ll find valuable, especially if you’re an introvert.
Alice
Question: When you put out 3 options, what’s actually in them?
Usually, there’s something specific they need, so are you adding stuff they didn’t ask for/don’t need?
Jonathan
Great question! Thanks for the reply.
In the sales interview using The Why Conversation, I would uncover the client’s underlying goal.
While still in the meeting, I would suggest that there might be a few ways besides the approach that they requested to solve their problem.
If they indicate that that would be acceptable, it allows you to propose things other than what they originally asked for.
Does that answer your question?
Alice
Hmm, that makes sense. As an introvert, I try to avoid sales conversations as much as possible, so this kind of thing is intimidating. I haven’t done a project yet that’s warranted a fancy proposal haha -- either that or I’m undercharging!
Jonathan
For folks who sell services and want to avoid sales calls, I usually suggest switching to a productized services model. Here’s a link for more info:
Hope that helps!
Yours,
—J