Do you need to prepare a proposal for a web project and don’t know where to start? Building a website can be like building a house. What are the project parameters before you start bidding? Do you know the scope of work beforehand?
How much time and resources do you invest in preparing a proposal?
Rebecca’s on her own and needs to learn how to prepare proposals to win jobs. Ongoing series w/ Rebecca Heinemann. This is episode 3 in the series.
00:07 How do I structure my proposals and estimates for web and branding projects?
01:23 How do you create an estimate for a website, without all the details?
02:00 How do I answer an RFP? – Request for Proposal
03:28 It’s nearly impossible to build a project when you don’t know the scope of work.
04:06 Charge clients for strategy/discovery up front, to determine what their needs are and to define the scope of work
08:35 How do you make a good impression on a client – Comfortable, Knowledgeable, Rapport, Easy to work with
10:20 Pay attention to the subliminal signals you send and gut feelings that you have.
10:57 How do you schedule a follow-up call with a client after the first meeting?
11:59 Create an Agenda: Know what questions that you need to be answered, before you leave a meeting
12:40 Roleplay – Client Call – Setting an Agenda
14:03 How do I deal with clients who do not know what they want?
16:09 Have the courage to say what’s on your mind
17:04 Just Ask: We feel that we can’t be fully transparent.
19:16 Talk to people like a real human being
19:23 Having a meeting, means that you are already qualified
20:15 Give a loose price range based on certain aspects of the projects.
21:25 Anyone who gives a bid without a real discussion/research is giving them a bogus bid.
22:27 Trust is built with thorough diagnostics
24:23 It’s irresponsible to provide a bid with no context
24:56 Get to the number / project budget really fast
25:37 What questions do you ask to qualify your leads? Budget, Timeline, Project type, Creative Fit, Personality Fit
27:38 How we prevent bad clients and filter out bad matches
29:45 You can’t rest on your laurels, and expect work/leads to come in.
31:07 When a client insists that you put together a proposal without enough details
32:50 Only build proposals with levels of increasing engagement and time investment from the client
35:00 How do I make a full proposal?
36:56 Summary & Outro
Influence – Robert Cialdini
Win Without Pitching Manifesto – Blair Enns
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