7 Costly Proposal Mistakes Freelancers Must Avoid
Mistakes Freelancers Make in Their Proposals and How to Fix Them
In the world of freelance business, it’s essential to winning the trust and business of potential clients.
Unfortunately, many freelancers struggle to stand out and close deals because of some common mistakes.
But don’t worry! In this article, we’re going to dive into seven typical mistakes freelancers make when writing proposals, and I’ll show you how to avoid them.
By learning these valuable tips, you’ll be on your way to winning more clients and growing your business.
Mistake 1 — You’re Focused on Deliverables Instead of Results
Many freelancers make the mistake of focusing their proposals on the deliverables they’ll provide, rather than the results their clients will achieve.
If you want to stand out from the crowd, it’s crucial to focus on the outcomes you can deliver, rather than the specific tasks you’ll undertake.
By keeping the emphasis on the results, you’ll help your clients understand the value you can bring to their business and the positive impact you can make.
So, make sure to showcase the results you can deliver in your proposals, and you’ll set yourself apart from the competition.
Mistake 2 — Don’t Talk About Their Current Problem
As a freelancer, it’s important to show your clients that you understand their problems and can provide solutions.
One of the biggest mistakes freelancers make in their proposals is failing to address their clients’ current issues. By ignoring their problems, you risk losing their attention and interest in your proposal.
To avoid this mistake, highlight the specific problems your clients are facing and explain how you can help them solve those problems.
This will show that you have a deep understanding of their needs and can offer effective solutions.
So, take the time to address your clients’ problems in your proposal, and you’ll be one step closer to winning their business.
Mistake 3 — Not Providing Options to Choose Between
Many freelancers make the mistake of not providing options for their clients to choose from.
When you present a proposal with only one option, you’re essentially giving your prospect an ultimatum: either accept your proposal as is or reject it altogether.
To avoid this mistake, it’s important to offer different options that cater to your clients’ varying needs and budgets.
By providing options, you’re giving your clients the power to choose a package that fits their unique situation.
Consider creating three packages — Package A, Package B, and Package C, each with different features and price points.
This allows your prospects to weigh their options and choose the one that best suits their needs.
So, the next time you craft a proposal, be sure to provide different options to help your clients make an informed decision.
Mistake 4 — You Don’t Include Upsells on Your Proposals
Do you know how McDonald’s makes up to 30% more revenue? By simply asking, “Would you like fries with that?” You can do the same thing for your freelance business by including upsells on your proposals.
Don’t leave money on the table. Give your clients the option to get more value by adding complementary services or products to their packages.
They’ll appreciate the convenience, and you’ll increase your revenue.
It’s a win-win situation.
Mistake 5 — Your Proposal Doesn’t Have Trust-Boosters Built In
It’s a well-known fact that people are naturally skeptical, especially when it comes to spending money on a product or service.
This is why it’s essential to build trust with your prospects, and your proposal is the perfect place to start.
If your proposal doesn’t have trust boosters built in, you could be missing out on valuable business.
There are two powerful ways to build trust in your proposals.
First, use testimonials liberally. When prospects see that others have had positive experiences working with you, they’re more likely to trust you.
Be sure to include testimonials that highlight the specific results you’ve delivered for your clients.
Second, use strategically placed case studies.
A case study is a detailed analysis of a specific project you’ve completed for a client. By sharing the challenges you faced and the results you achieved, you can demonstrate your expertise and build trust with your prospects.
Be sure to include case studies that are relevant to the services you’re proposing.
Mistake 6 — Ignoring the Power of Perceived Value
One of the most critical factors that influence a prospect’s decision to sign your proposal is the perceived value they place on your offer.
Your prospect wants to know if they’re getting a good deal or not, and they’ll use every clue they can find to make that determination.
This is why it’s essential to pay attention to every aspect of your proposal, including the fonts, colors, spacing, and layout, as well as the way you deliver it.
All of these elements play a vital role in shaping the perception of your offer and determining the value your prospects assign to it.
By investing time and effort into crafting a proposal that communicates value, you can increase your chances of closing more deals.
This means creating a clear and compelling proposal that highlights the benefits your client will receive by working with you, such as increased revenue, improved efficiency, or a better customer experience.
The more your proposal can demonstrate these benefits and provide evidence of your ability to deliver them, the more likely your prospects will be to sign on the dotted line.
Mistake 7 — Believing Your Work Is Done Once You Submit Your Proposal.
When it comes to winning a deal, submitting a proposal is just the start of the process.
It’s important to keep in mind that the ultimate goal is to position yourself as the only logical choice for the prospect.
And to achieve this, you need to take further action.
One way to do this is to go above and beyond by sending a hand-written thank you note or recording a personalized video thanking the prospect for the opportunity.
Another option is to send them a book that is related to the problem they are trying to solve.
These gestures demonstrate your professionalism, and commitment to their success, and help you stay top-of-mind.
It’s also important to follow up, even if the prospect doesn’t respond to your proposal.
By sending a friendly email or making a quick phone call, you can keep the conversation going and maintain the relationship.
These actions show your dedication to their success and can set you apart from your competition.
Speaking of setting yourself apart, have you positioned yourself in a way that makes prospects feel like it’s a privilege to work with you?
The world is full of valuable things that people covet, from diamonds to Lamborghinis to Michelin 3-Star Restaurants.
To achieve this level of prestige, it’s essential to structure your proposals in a way that showcases the unique value you bring to the table.
That’s where the comprehensive 31-page guide on proposal structuring comes in. It covers all the essentials you need to position yourself as the only logical choice for your prospects.
If you’re interested in taking your freelancing business to the next level, leave a comment and let me know.
Don’t miss out on this opportunity to differentiate yourself from the competition and win more deals.
Until next time, I’m Wayne Mullins.
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