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How to create a proposal for LinkedIn leads

How to create a proposal for LinkedIn leads

We all know getting leads on LinkedIn is hard work. It’s especially painful when, after all that hard work in creating the perfect LinkedIn profile, finding the right people to connect with, and then finally connecting and starting a conversation, the conversation grows cold. That’s why it’s important to have a good process to create a proposal for LinkedIn leads. You want to keep the conversation moving, you want to let your prospect feel like part of the process, creating buy-in while minimizing the reasons they can say no until you’ve had time to demonstrate why your offer is the best for them.

There are five considerations for creating a proposal for your LinkedIn leads:

  1. Decide if a proposal is even worth your time.
  2. Align with your buyer.
  3. Always have a next meeting on the calendar.
  4. Identify key decision-makers.
  5. Do spec work for your pitch.

Create a proposal for LinkedIn leads

Let’s explore each of these considerations and learn how to create a better proposal for LinkedIn leads.

Decide if a proposal is even worth your time

Before you even start to create your proposal for your LinkedIn lead, apply the Pareto principle.

Roughly 20% of your efforts will result in 80% of your results.

One of the reasons that your close rate could be low is because you are wasting your time on proposals you have zero chance of winning. If there are more than 2-3 other firms bidding on a project, someone else invariably has a better relationship or better terms or some angle that will beat you out. Instead, qualify opportunities during the initial call to weed out any that are out to bid for over 3-4 companies. This enables you to spend more time on the proposals and deals that you actually have a chance at winning.

Align with your buyer

Don’t propose pricing to your prospects until you have gotten them to complete an agreement on the scope.

There are a few reasons for this:

  1. When you pitch scope and pricing at the same time, you are giving the prospect two reasons to turn you down.
  2. When you put out a proposal that doesn’t actually match their desires, it makes them think you don’t understand them
  3. When they have to go back and change the terms of the proposal, it puts you in a poor negotiation spot

The wrong way to do a proposal:

  1. Get on a call with the client to understand their needs.
  2. Write up a full-fledged proposal with scope and pricing.
  3. Send it to the client.
  4. Get on the call to see if they say yes or adjust the scope.

The right way to do a proposal:

  1. Get on a call with the client to understand their needs.
  2. At the end of this call, book a short 30-minute follow-up call where you can clarify on any follow-up questions as you write up your proposal.
  3. Write up a document outlining their desired scope (NO PRICING INCLUDED).
  4. Connect on a quick 30-minute call with the prospect to ensure you are both aligned on exactly what they need done a. At the end of this call schedule a 30-minute call to talk over the final proposal and any questions they may have.
  5. Tweak your proposal as necessary, add pricing and send it to the client. When possible, present 3 levels of engagement to enable them to hire you at different options.
  6. Connect on the final call to see if they say Yes or No.

What is the benefit of doing the proposal the second way?

  • You have more touchpoints with the prospect which builds up more trust.
  • Your client will feel more confident that you have a strong understanding of their needs and their business.
  • Your proposal will be in exact alignment with what it is they are wanting to buy. That means no negotiations and just a Yes or a No.

Always have a next meeting on the calendar

Another agency that I work with has a very simple sales philosophy that has helped them close extremely large deals. All of their clients are enterprise-level and their sales cycles are often 12 months long.

So they operate with a simple principle in mind.

Any opportunity should always have a next call scheduled on the calendar. If there is not a next call scheduled, then the deal is flagged as “recovery” and is in danger of being lost.

This means at the end of every meeting, they set the next meeting. Even if someone says, we need to think about it, or “we will get back to you” they push to get a time on the calendar to check-in and review. This keeps the momentum going in the sales cycle and gives them more touchpoints with a client. Try taking this mindset into your own sales opportunities.

Identify key decision-makers

Instead of asking “Who is the decision-maker?” start approaching the deals asking “Who all is involved in approving this deal before it goes through?”

This should give you a broader answer as to who is involved in the deal in order to get final approval.

Do spec work for your pitch

If you are going to do spec work for your pitch, make sure you have followed everything else outlined above in the sales process:

  • Make sure you are only one of the 3 parties involved.
  • Ensure that you are aligned with the buyer on scope and objectives.
  • Get a next meeting on the calendar to review your work.
  • Ensure that you know who the decision-makers involved.

You should only consider doing spec work if you meet all of these criteria. It can be great to push you over the edge, but it can also be a waste of time if you mess up the rest of the sales process.

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How to create a proposal for LinkedIn leads
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