When you send a proposal to a prospect, what does it look like? I've been sending a 1-page letter but I'm wondering if I need something more polished. Any templates out there?
Proposal Templates - What Format Works Best?
Keep it short. My proposal is 2 pages max: Page 1 is a brief overview of what I'll review, typical findings in their industry, and 2-3 bullet points about my background. Page 2 is the fee structure (contingency terms), scope of work, and signature lines. Nobody wants to read a 10-page proposal for a contingency audit.
I agree on keeping it concise. I include a one-paragraph case study relevant to their industry right at the top. If I'm pitching a hotel, the first thing they read is how I saved another hotel $4,800/month. Immediate relevance.
Two pages is the sweet spot. The proposal should answer three questions: What are you going to do? What's it going to cost me? Why should I trust you? If your proposal answers those clearly and concisely, you're good. Anything longer and you're writing it for yourself, not for the prospect.
Do you send the proposal before or after the first meeting?
After. Always after. The first meeting is where you listen and learn about their situation. Then you customize the proposal based on what they told you. A generic proposal sent cold has a much lower close rate than one that references specific details from your conversation.