Does your business follow a model in which you provide a quote, estimate or proposal to your prospective clients?
When you (or someone within your organization) write up this information do you give the prospect exactly what they asked for or do you offer them more?
I learned the following strategy from Alan Weiss (www.summitconsulting.com) and would like to share it with you. Based on my personal experience, it works.
After meeting with a client, draw up a proposal based on your communication with them. Then ask yourself, “What else can I offer that would greatly benefit this prospect?” Keep asking yourself this question until you come up with at least three proposal options:
- Option One – what they asked for
- Option Two – what they asked for plus more value
- Option Three – what they asked for plus more value beyond Option Two
You may be uncomfortable when you read this and feel it is wrong to take this approach. You need to understand that prospects are talking to you because you are the expert at what you do. You likely have more insight into how you can help them than they do. It is your responsibility to provide them with all the options and then leave it to them to choose which option would benefit them the most.
Invariably they may surprise you by selecting Option Two or Option Three. Try applying this concept with both to your ideal prospects and your existing customers.