How to Write Proposals That Win New Clients

Hello and welcome. My name is Tavishima Aide. I'm the host of the podcast and I'm making today's recording at home, so expect to hear some noise in the background. If you'd love to connect, then call SMS or send me a WhatsApp message on 08064662140. Now today on the podcast, we're going to be looking at how to prepare a proposal or presentation for a new client, potential client, the prospect, potential customer, whatever it is.

You want to call it shy. You're faced with a situation where you're having a conversation with someone. You open that this person was going to make a transfer soon so that both of you can start a business relationship. So how do you prepare your proposal? How do you prepare your presentation? Now the proposal, the presentation on the pitch, the whatever it is that you're going to prepare should show that you understand the client's needs and is positioning you as the best solution.

So remember that supposed to do 2 things, this document or this stage because it always doesn't have to be a document. Because in fact, for me, I don't like creating documents. I only create a document at the end when I have a reasonable expectation that I'm going to collect money. That is when I send it. And my own spirit of sending a proposal or presentation is, OK, we've been talking and we've agreed on a couple of stuff.

Before you transfer, let me send you paper so that you will see in black and white exactly what it is that you're going to get. And let's confirm exactly how we're moving forward. So for me, I send it at the end, but there are lots of you who like to use the proposal, the presentation on the page or whatever. Should I like to use paper at the beginning? So whether you prepare paper or you just handle it as a stage like I do, you're trying to demonstrate 2 things.

Number one is that you understand the client's needs. Then #2 position you as the best solution. Now the reason why I'm bringing this up is because there are lots of you who handle this stage and you totally forget about #1 you go straight into do business with me. I'm the greatest, I'm the best, I'm the newest, I'm the brightest, I'm the shiniest. I'm the this, I'm the that. And you make it all about you. So this document, this PowerPoint, this PDF, this spreadsheet, this whatever this stage of the conversation,

you're trying to do 2 things. First of all, show that you understand the client's needs before you present yourself as the best solution. So it has to go in that order. So don't do the Nigeria thing or showing up. You have the PDF and the PDF says this is me, this is my company, this is my team. This is why we're the greatest. Six of us are partners, Five of us have two masters. The other one that doesn't have master, he finished from Harvard, you know, blah, blah,

blah. And because of that, this is the reason why we're the best to serve you. No, started off by saying this is my understanding of your company. This is my understanding of your needs. This is my understanding of what is that people are trying to achieve, and these are the assumptions that I've made so far. You know about you and about the problem. Now, if all these assumptions are correct, these are the ways that you know me and my boys, we can best serve you and your business.

We started off that way. So let's look at some best practices now for preparing and presenting proposals to clients. Now, First off is the preparation phase or the research phase, because some of you are going to have to make proposals to people, especially if he's in the very office, office setting. You understand you have to do some research ahead of time, research the clients, business, research the industry, research their goals, you know, things like that.

Because the whole point, what we're trying to do in this research stage is we're trying to show that we understand who they are, their pain points, the challenges, their long term vision, you know, things like that. So that's research stage. But of course, if you've been listening to this podcast for any length of time, you know that for me, I say let us downplay that research stage first. The main thing that we're going to do is should be you're in conversation with one or two people within our company.

Start asking them questions, probing questions to try and clarify who they are, what they want, what they're trying to achieve. We'll do that one first. By the way, if you're trying to sell into a company, it's a bad idea that you're only talking to one person. Depending on what it is they are trying to sell. You should be talking to it's called multi threading. You should be talking to a bunch of people, as many people as reasonably possible.

So if some guys call me and they say I want to go and do documentary for Ministry of Finance, you know, my my uncle is in Ministry of Finance. So why I put together a proposal? You know, it's nice that you have your friends uncle there, but you realistically speaking, you can't only just be talking to the uncle there. The more people they are talking to, the better. If you know somebody in DD's office is good. If you know somebody in corporate communications office is good.

If you know somebody in easy work requisitions, I mean the people that paid the money at the end of the day as the requisitions are be procurement. If you know somewhere in procurement do good, even good. The more people that you know the better. So you're trying to sell into an organization. Don't be talking to only one person. That's called single threaded. You should be multi threaded, multi threaded any which way you want to call it.

Two or three people, the more the better so you can figure out what's going on, what do they want to achieve? So let's say you're a fashion designer now, the reason why I'm putting our fashion designer now is because remember I said at the top of the episode that this stage of proposal, presentation, pitch, whatever it is you want to call it, does not always have to be written. And this is one of those situations. If you're a fashion designer, it is rare that your proposal is written.

A lot of the time you fashion designers, you go through this stage, but you do it on a talk talk level, whether you call the person able to talk or whether you've gone to their house and they people are talking now for some real fancy sophisticated people like my the client I did like 2 months ago who was into music videos as the guy has done some correct music videos for Boner Boy boy. Again, this guy Bados Near what's his name Bados Near this YNBL boys or Lamy Day and all of them some correct videos.

But he also he has two businesses, so he also does fashion design for clients who want really elegant and sophisticated weddings. So for folks like him, part of this stage involves drawing stuff, you know, because you actually do some fancy drawing to show the bride. OK, this is the corsets that we use, this is the silhouette that we'll use, you know, will be like this. They think would they drape like this, like this, you know, but what I'm just trying to say is that there are some of you that preparation proposal presentation on pitch, whatever it is you want to call it, you guys won't you won't write anything.

It will be verbal. So that's why I'm using fashion designer. So the fashion designer is not going to make PowerPoint presentation at all. So these people, fashion designers and a lot of us, we're making proposals, we're making presentations. In fact, we're doing it two or three times a week. We just don't know who that that is the stage we're in, because in our mind, we've been taught to assume that is only when you prepare PowerPoint that that is proposal or presentation.

So now at the research stage now if you're a fashion designer, you ask them some simple questions, you know, what's your budget for this project or anyhow you want to have the money conversation. You need to have the money conversation to see where they're at. What is your deadline for this garment? When do you need this dress? When do you need this suit? When do you need this? Whatever you need, no timeline, of course.

You ask about the occasion, you ask about the purpose. What kind of event is he reading? Wedding. I'll be his red carpet, I'll be his corporate end of year party or whatever. It will help you to understand the level of formality or the level of style or the kind of materials that you use. Then for guys like that, my client from two months ago, you asked the person if they've worked with a custom designer before, so you can understand whether they have any insight to how these things work.

Because for these custom people, it's a very collaborative process. So you talk on phone, you come to the studio or they'll measure you, you know, you talk about mood board. I be vision board, I be style board. You look at different things, draw design, you know, and just, it's a very collaborative process. So it's not like working with regular tailor where you just go, you sit down, they measure you and then you say how much for embroidery, they pay them for embroidery and then they tell you to come back in in, in three weeks and pick up your material.

So you ask them if you've worked with a custom designer before. You also ask questions about their expectations for working together, how you guys collaborate, how you guys will communicate, you know, things like that. This is part of the research process and this is part of getting to know who this person is and to know what the problem is, what the project is that they are working towards. So for me, this is the kind of qualitative research I prefer qualitative because you get quality stuff.

But of course, for those of you who are in the big business space, you know, like you are going to present to Zenith Bank for instance, well, you know, I guess you have to go and do your research on Zenith Bank so that that part where you talk about the client, we're talking about Zenith Bank. You have facts and figures, you know, good stuff to say about Zenith Bank. But for me, I will start from the human element. Do I know one or two people in Zenith Bank?

Let me last with them, let me party up with them, let me build up all with them. Let me talk with them and try and figure out, you know what the problem is. Let me get some some insight first. Then all that research I'm going to do on on the outside, maybe from online or whatever. It will now buttress what it is that I found. So the tailor you also have to the fashion designer, Sorry, forgive me because I know I say Taylor once in a while, I know some of you vex you say no, no,

no, no, no. I'm not a tailor. Taylor is just somebody who buy a sewing machine and can't. You don't be matching the team. I know I do more than that. I'm a style connoisseur and I'm trying to bring out the best individualized expression of of yourself. So forgive me if I keep saying Taylor. Forgive me or if I say seamstress. So the fashion designer. Now you have to ask the person what their style preferences are. Ask for inspiration, ask for a mood board.

Visuals are very, very important in this kind of business because like I said in last episode, I'm saying now, at least if you see mood board and you see visual, you will now know whether this is your kind of client or not. Now, some of you who believe, for instance, that plunge neckline is too tacky or that approach is too tacky. So if the person shows you a dress with plunge neckline and the dress is made of approache,

you now know that this is the kind of client that you will run away from because you don't want people to see you associated with that kind of work. So he has them about fabrics, textures that they like, you know, know their preferences, specific details or features that they like in design, you know, different kinds of neckline, different kind of sleeve, different kind of embellishment. So you'd be wondering that, you know, as a guy, how do you know all this much?

Yeah, The reason why I know this much is because I'm married. So, you know, at least my wife goes to the tailor. I'm I'm paying attention. I'm I'm listening, I'm learning. Then you also ask about the kind, the parts of their body that they want to accentuate or, excuse me, all the parts that they want to downplay, you know, things like that, because they're trying to create a flattering and well fitting design. So you can see that all these so excuse me, all these kinds of questions.

This is the research, research stage. But of course, remember, the reason why I'm using examples like this is just because I need to show you how it applies for businesses where you don't actually have to write down, where you don't have a written proposal. So for those of us who are in the consulting space, yes, who have written proposals, but for those of you who are in, let's say, wedding photography space or in the fashion space, you don't always have to use written proposals or presentations.

Of course, identify the key decision makers, you know, know who they are. Because for some of you, like website designers instead, so like, yeah, like website designers, you know, you need to know like who it is that you're talking to, who I'm making presentation to so that you now tailor your language. You now use the appropriate language or the appropriate terms or the appropriate approach or the right context depending on who it is that you're talking to.

So you're building website, yes, but when you're talking to the the CFO, you now know that you're supposed to emphasize, you know, return on investment and how much money this website can help them make or how cost effective is going to make the business. Then if you're talking to the manager, you now know that you know, you focus on something else. I don't know what a creative strategy, I don't know, I can't think of anything.

But then if you're talking to the person who is the head of PR and branding, you know, you will now be emphasizing the, you know, the web flow and how everything just looks modern and intuitive and easy to use and sophisticated and everything you know. So there's one presentation about as you're talking to different people in the buying committee, the thing you emphasize will now change. So excuse me, website designers take note.

And the reason why I'm bringing up this one is last month, last month I saw through representation for one of my clients not trying to revamp their website. So they got somebody in to work on the on the UI user interface of the website. On our presentation was one hour of them just showing maps and flows. This thing will look like this. This is side map. The thing where they flow like this, This is how we look for one hour.

That's all we did. I didn't want to interrupt, so I just kept quiet. I said let me know. Let me know. Flush that the babe. So I just left it. But that's not how you make an effective presentation. Those of you who are website designers, it's not just site maps and site flows and excuse me, things like that. Then in crafting the proposal, of course, with all these questions that we're asking, the proposal should be customized.

There are some businesses that have A1 size fits all, you know, just general templates that it just copy and paste and send to everybody and you know, no one day somebody will read it and see that you know, it isn't just a bunch of fluff. Your proposal should be custom fit and should directly address challenges, problems, the goals, you know, whatever it is that the people are trying to do. And of course, use the words use technology to show that people are on the same page.

Show that you're feeling them was always make sure that we define the problem. That's the reason why for me, I tell business owners, excuse me, business owners, sales people, that one easy way to be sure if you're on course is just to say, OK boss, So based on all these things that you're, we've been saying, if I understand you correctly, the problem is this. Is this all we're trying to achieve? Is this this that this is me trying to define the problem,

trying to articulate it properly. So I say it as I understand it and I spit it out and I ask them, am I correct? If I'm off point, It is good that they tell me now that I'm off point so I can start paying attention. Because if you're off point from the beginning, I can assure you the proposal that you're going to issue at the end will be off point. So we should learn to define the problems early. And that's why I use that simple formula, Bros.

Madame Ogar, my guy, based on what you said, it looks to me as if ABC and XYZ is the problem and you want us to go from 1 to #8 Am I correct? And they'll clarify, they'll say, yeah, I want us to go from 1:00 to 8:00. But to be honest, ABZ to XYZ, that's not really the main problem. Or the main problem is starting from option D over here. So let me take dressing early, then let's see what else? Yeah, be clear in your language.

Use simple language. Avoid jargon, avoid technical terms, except if you're talking to technical people. Yes, I want to pick on you Web three people again because the problem that you people have, you just love yourself, you love your tech. And so you know, every time Web 3, front end, back end computer, node, quantum computing, cloud storage. So I'm just calm down. Yes, all these things make sense and some of us are intelligent and we can figure it out.

But a lot of the time you're talking to everyday, normal, average people cut down on all these technical jargon. Now, if you're selling to somebody who is technical, then please use all the technical jargon so the person will know that you my you know what's up. So if you're a website designer and you're designing some web 3 something to people who are also in that space, then just go all out computer node quantum these something, but hasn't used every every bamboozle them with all the technical language.

Show them that, you know work. Show them that you go school. But then when you're talking to a normal person, you know, calm down, Simplify, simplify. It's of front end, back end. Why can't you guys just say, OK, mommy, now it's time for us to now work on how this website is going to look when somebody opens this website. How would you think load instead? You seen in front of mommy as a simple business owner that she is and trying to tell her about UIUX front end, how we should understand what you're saying.

Just calm down, OK? Mommy want to make sure that when the website opens, the thing will load well, the thing will look smooth and the thing will appeal to your customers. You know, just use regular talk. None of that UIUX front end. Quite frankly, for some of us, when we hear front end and back end, we think of something else. Anyway, what was that? Let's see. OK, so I'm looking at my notes and I'm presenting the proposal now.

Respect people's timeline. I told you guys that last month for my client, they're redesigning their website. The person that came and what she kept us for one hour. It's just, I didn't want to say something and just threw her off because to be honest, I have sympathies for anybody who is trying to make their daily bread, you know, because you know, that's my life too. That's how I make my daily bread. So I just, well, I just kept quiet.

Everything went on for one hour. We're looking at side map or looking at side flow. I'm sure the baby thing she was doing by Bangla presentation. So respect people's time. Keep it concise, keep it focused to the most important point, and you won't know the most important point if you did not ask them plenty questions in the beginning about what is important to them. Because the poor babe. But I was halfway into the presentation, you know, the owner of the company, my client had to tell her that, you know what, since our first conversations, things have actually changed.

So the focus of the business is no longer going to be this and this and that and that. So all these things that you've been saying up to now on this aspect of the business, you can just cut it out because we're only going to focus on this, see? But I was after 30 minutes, you should have come into the proposal saying thank you very much for everybody's time, really pleased to make this presentation. Let's get straight to the point.

The last time that we spoke, it was my understanding the business was focusing on this and this and that and that and you are trying to achieve XYZ with your website. Is that still the case? Then Chairman would have now said, Oh no, no, actually they've been some changes is when we spoke. So we're only going to be focused on this and this and this. So immediately on the spot, the people now know that OK, all the part of the slide where I'm talking about this and this and this, let me ignore and then go straight to the one that is choking them, straight to the one that is important for them.

Then when you're making the proposal, the presentation always try and you know, anticipate problems, anticipate objections, you know, complaints or questions that you know they will have and then bring it up proactively. So that's about where sales people say things like, oh, at this stage, most people are concerned about the price of this is this. But actually most of the happiest customers have found out that if you go beyond and you do it like this and like this, that pricing concern is no longer an option because it actually gives you a better return on this and this and that and that.

What, Sure, you're just trying to figure out what complaints are they going to have and then how in the presentation you deal with that straight up. But the most important thing that I want to stress is this thing of dialogue. Presentations are supposed to be dialogue. Don't go there and then be talking at somebody for one hour. This thing is dialogue. You say A, they say B, you say C, they say D, and then we are flowing.

It's a conversation. The good thing about dialogue, our conversation, is that if there's a problem, you will find out about it early. People will not fall asleep. People will not. What's that word? You know when you black out and you're not paying attention to someone anymore? Dialogue is two way is not one way. You don't go and stand and make no, no, no, no, no, no. That time has passed is no longer 1978. Excuse me, Business conventions have changed now.

So dialogue, dialogue, dialogue. You make this thing engaging, you will build rapport, people will feel free, they will ask questions. You'll be able to tackle many more things in your proposal, in your presentation with your pitch, and then end your pitch and your proposal or send your proposal along with a clear call to action. Too many people just send the proposal or deliver the pitch like that and there's no call to action.

So excuse me. So that's the thing that now causes people to say, let me think about it. I'll call you later. Let me send it to my wife. Let me hear what she thinks. You know, I'll call you when I'm ready. Give me like one month. You know all those things that people say. So what you should be looking for is a clear call to action. Try and look for, ask the client what they want to do next or tell them what the next step is.

Either way you're looking for reasonable small, small steps, micro steps towards making a decision. So let me give an example now for solar sales. Yeah, and that's because you know my client from last month. So let's say, you know, you're a sales professional now in the solar space, you have made a presentation to the person or you've sent over a proposal. The goal of a call to action, Nazi CTA call to action is to move the prospect, the contact,

the potential client, move them closer towards making a decision. So this is not really about selling, you know, per SE, we're just, we're just trying to continue the conversation anyhow. Shall mode to continue small, small in case they have any concerns that we haven't addressed. Shall let's just be pushing it one step, one step, because if you don't have that plan and you just hand over this document, they will go ghost.

So there are some approaches where you try and question or clarify. So you say Bros, now that we've looked at this proposal, what questions or what thoughts do you have for now or what questions have come up since we reviewed this proposal? You can see CTA call to action. OK, well that is not really a call to action Basha. We are continuing the conversation on a small level. I've asked the question, the guys duty bound to say something.

Is there anything in this proposal that needs clarification? The financial breakdown, you understand it back the installation process and technology, you're good with that. Like ask anything question clarification, you're moving the conversation small, small, small. Then you can also be asking questions around, you know, next step and commitment, you know, toasting them small, small. So if it needs the presentation, say, OK, are we ready to agree on an installation date?

Some people say that's too forward. Well, if you think that's too forward, no problem. But for me, I like using stuff like that because lets me know where I'm headed. If I say, are we ready to move on to installation dates on people's installation bow and I got you already running, you didn't see this price. Are we finished on the price you see? But me asking this question, are we ready to agree on installation date? And the person says installation date, how you didn't see this price?

At least now I know that OK, price rejection, price objection, I remain, we have to tackle the price. It's better than just handing over the document. And they will say, oh, thank you very much. It's been a wonderful presentation. Do you have soft copies available? Can you send that to my secretary, please? OK. Well, no problem. OK, Mr. Ayer. I'll be in touch next week. OK. Thank you very much. Have a wonderful day. Goodbye.

And then you will hear from them. And now go ghosts. You might be wondering what happened now. Was the PowerPoint ugly? Was my mouth smelling? You now won't know what's up. But because you asked at the end of the presentation, you will now know that. OK, money matter is still on the table. Propose the next step. So, OK, so Sir, the next step for us is we now have to start planning for the survey or the inspection. What day next week works best for you?

And then keep quiet. I hear what they have to say. Remember, we're talking so that now you know you're trying to propose next step, trying to propose commitment based on what they will say. You now know whether you've been heading in the right direction or whether you've been off point from day one. You got one of my video guys, my longest partner in the video space. This was what he used to do, the next step. That was his exact formula and he was oh OK mommy looks like we've discussed everything now so we have agreed is video.

We're now going to have 4 camera people blah blah blah. We'll make 5 DVDs and this and this and that and that and then smoke machine on top. It's OK no problem. So mommy you know now today is 1st of September and this wedding is December 25th and mommy you know we guys arrange everything on ground well ahead of time. So what we do is we need a deposit of 80% no later than four weeks before 4 weeks before the event so that we can start arranging everything.

So Mummy, are you OK with that? That was his exact reasoning. Mummy will say well OK now my guy will now get specific. You say, OK, so wedding date is December 3rd, four weeks is November 3rd. We were currently in September. So you're saying mommy, that basically in the next three weeks you'll be able to you'll be able to raise me like you'll be able to raise me 620 K. You can see that he's now getting even more more direct so that mommy now knows that in order for everything to be cool in December, she now needs to raise 620K as deposit in the next three weeks.

And then you hear what she has to say. So you can see how you're proposing things, small, small, small, moving things forward, forward, forward. So this, the next step is it's not a bad formula if we're in agreement in this and this and that and that. The next step is we have to do this by social and so date. Are we good to go for that? Are you cool with that? Some people, in fact, if you're watching both movies, you see this one a lot.

They'll finish your presentation and they'll say, OK, let's move, let's move forward, Let's get this paperwork started so that we can begin saving on your energy bills. So can I send you the payment details and E signature documents now? So that's how we both people in film, that's how they like to round it up. But you can see that you see the scope now. OK, if we're cool, if we're in agreement, the next step is let us start on the paperwork.

Why are we wasting time? I will send you e-mail, payment details and E signature documents. Although in Niger also add you know. So should I send you over WhatsApp or e-mail? And regardless of whatever the person says, may I always send it over WhatsApp and the e-mail because WhatsApp is conversational and how to keep the conversation going. Some people like to add, they like to do what's it called again, social proof, either adding value or social proof as way to move the conversation forward.

So OK, yeah, so it looks like we're OK with this and this and that and that organ. Is that the case? OK, no problem. So Sir, I will be happy to connect you with a few of our customers in your area or the current team that I'm coaching right now. They like to use the video route. So, Sir, I'll be happy to show you videos of some of customers that we've worked with in your area who have a system that is similar to the one you want to pay for.

Would you like to have a look at that video? You see, we're trying to move the conversation on small, Small, OK. In some industries, they will send case study, case study video, you know, whatever. And then some people like to bite the bullet. I said, Sir. Yeah, I'm glad that you're OK with everything we've discussed so far. But Sir, feel free share this proposal with your wife because the next step is we want to fall, we want to do follow up call to be sure that everybody we can answer everybody's questions.

I want to be sure that Madam is on board. So Sir, Monday 10 AM. How is that, Sir? Now if we want to come up with calls to actions or ways that we can continue the conversation, we can't keep talking about this thing from now on to next year. But bottom line, what I'm trying to pass across is there is a way to move the conversation forward. If all you do is you take your proposal, take your presentation and you say, OK, I will send it to you tomorrow, 8:00 AM, then you send it to them tomorrow,

8:00 AM, they will say thank you very much and you won't hear from most of them again. So we need to have a plan for including calls to action, sending a proposal with a call to action or sending a proposal with something that will help us continue the conversation. Me, I'm in favor of, I have already prepared the proposal, but I'll call the person and say, oh, I have that proposal ready for you. They asked for, but there are a couple of things I need to talk you through with.

So are you free now? Let's continue to flow. The person says they're free. Yes. OK, no problem. I'm sending it to you now over on WhatsApp. 1 moment I've forwarded it. Have you seen it? OK, no problem. Do you have your hands free? You can open the document. Now let's start talking through a few things. That's something I prefer to do it so that as they're looking, I'm here and I'm walking them through the proposal. I'm trying to get feedback on specific things.

I'm trying to figure out what's the what's the problem, if any. But apart from that, I guess the main thing I'm trying to, one of the main things I'm trying to pass across today is this. Trying to create a successful proposal, the successful presentation or page or whatever is not just about creating brochure or PDF or e-mail or flow chat. They now send it and then wait to hear from them. No, there's a whole lot more that goes into this and I hope I'll be able to open your eyes to lots of things that maybe perhaps you haven't been considering before.

But then there's one more thing in order to think about from a traditional sales and business development perspective. Because if you've noticed, I've been going on the assumption that you were only going to issue one proposal. That is because for some reason, lots of Nigerian business people or sales people only like to give one proposal. Or from traditional sales and business development perspective, we give three options.

Even if it is one document, we are going to give them three option, option A, option B, option C, option ideal, option practical or option. Worst case scenario, either we were going to give them three because we're trying to use the process of sending this proposal or presentation or trying to use the the presentation itself to narrow down what people want, what they need, or what they can afford. Because when you only give one option, you say this is a proposal is going to cost you 2.5 M, there's only one option.

The answer you will get to either be yes or no. Yes, you'll be happy, No, you'll be heartbroken. But if you offer three options like you say, OK Sir, I've heard, I think I understand correctly is what we're trying to achieve. So this is what I'm going to do, Sir. I'm going to come back with a proposal for you where we are going to explore 3 scenarios. We're going to explore the ideal, what I would like to deliver to you as a professional to make this thing happen.

Then I'm going to come up with a midway budget where we stick to the exact parameters of what you have in mind. And then fed, we're going to have a last, last like option. Like like money is really, really an issue. Last, last. What is it going to be? Will that be OK? Most people will say, OK, I will now go and prepare the document and they will be there. Now, the good thing about this scenario is instead of just saying yes or no, you might now hear somebody say something like, you know, the option AI

don't like 80% of it, only like this thing here. But initial option C, this is your last, last option. I really love that thing that you said, the option C. So how far how can we take this one from option A, this one from option C? How can we put it together? How much will it cost or how feasible is that? So you can see that with this approach of presenting two or three options, you're now in the realm of creative problem solving.

But when you just send over one proposal, you say, oh guy, your B is 2.52 point 5 million. You're now in the problem because you either say yes or no. Oh, and by the way, yeah, there's some price. I say B, that's how my people call it. Is your name B? That's Bill. BILL. But for some reason in some languages, you know, when we're saying Bill will move the LL. So yes, there's some people that say, oh guy, your B is is 2.5.

So go there with three options. Go there with the 2.5 M, go there with the two M, then go there with the 1.8. You have more options for discussing. I'm trying to narrow down what do you want? What do you need? What can you afford or what is ideal, what is practical? What is bare bones? What is last, last. So, yeah, so this is just some options, just some things I need to share about proposals presentations, just because I

was going over my notes and I realized that I've been talking a lot with customers this year about their proposal process. There's also another thing I would have liked to say about premature proposal, because people have premature proposal syndrome. You talk to the person today, on Monday and then Tuesday or sending proposal like calm down, it's too quick. Now that's a recipe for ghosting because you have the conversation on Monday, you send a proposal on Tuesday.

As far as they're concerned, they don't need you for anything else. Again, they already have the proposal. So Wednesday they will ghost you when I make a podcast episode about that later. So remember, if you'd love to connect, you can call, send me a text message or WhatsApp me on 08064662140. Thanks for your time and attention. I'll catch you next time. Same place in your headphones or in your speakers.