Continued from last week’s post.
The real solution lies in what happens BEFORE you ever submit the proposal.
The real solution lies in you controlling if, when, and how you submit a proposal.
The real solution lies in you asking all the right questions BEFORE you agree to submit a proposal.
What are the right questions to ask?
Here are 10 essential (although not necessarily easy) questions to ask that will certainly illuminate the seriousness, the readiness, and intent behind your prospect’s interest in working with you. Will asking all of them eliminate the dangling proposal? Unlikely; but you will most certainly decrease your danglers by a hefty percentage.
You can control your business instead of allowing prospects to leave you feeling like you are a hamster on a wheel, running after that piece of fruit you can never quite reach.
10 Essential Questions To Ask Before You Start Writing That Proposal
Listen carefully to the answers to these questions and don’t attempt to convince or sell the prospect. Then, if they really appear to be ready, proceed with proposal development.
If you get a sense there is hesitation or uncertainty or lack of true commitment to working together, you may need another meeting to deepen the trust and the relationship.
You have the power to decide if and when you want to invest in developing a proposal and go to the next level with your prospect.
This expertise is offered by Nancy Fox is President of Fox Coaching Associates, a coaching and training firm specializing in assisting lawyers, accountants, and business owners nationwide”make rain without the pain(tm).” She has worked with hundreds of legal and other professionals in leveraging contacts, building successful relationships in business, and making lots of rain. Nancy publishes a FREE acclaimed bi-monthly e-zine, The Rainmaker Review, filled with tips and rainmaking information and takes subscriptions at http://www.bizdevsuccess.com
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