It’s the process you walk your client through in order to discover the issues they face in their business that you can help them with. While doing this, don’t think only about the current leads you have. Think long-term about your sales processes and goals.
Considering your current level of experience in business and selling the service you do, you probably already have lots of questions and ideas in your mind around taking on a new client, both for yourself and them. I have broken this down into two sections:
These would be questions to work out:
When you answer these, you will know exactly what you can and want to do for your future customers.
This section contains the questions for your client, such as:
The answers to these questions are the signposts to writing the proposal.
You will need to go into a lot more detail in section 2 about your specific client to really work out exactly what you need to know.
My suggestion is to think about a project start-to-finish and detail all the questions you need to ask in order to get to the point where you can complete the job. It will allow you to get a deeper understanding of the project far earlier, making your proposal that much better. Notice I said complete the job, not just win it. Think further than just getting the ‘yes’.
All you need at the very least, are the questions you’ll ask each client saved in Notes on your phone and to simply ask each one. This keeps all your discovery sessions consistent and makes the proposal writing part effortless.
Start getting your discovery questions together, even just 5 or 10, and put them into action the next time you have a meeting.
Also published on Medium.