#208: How to Get Prospects Off the Fence

We’ve all had the experience of sending out a proposal… and then radio silence.

Or you get something noncommittal.

“We’re not sure yet,” they say. Or “We’ll get back to you.”

How can you get prospects off the fence in this kind of situation?

Unfortunately, you can’t get every prospect to make a decision in a timely manner. It’s just part of doing business.

However, you can give prospects an incentive to make decisions about your proposal faster.

In this short podcast episode, I reveal an easy way to get more prospects to say “yes” to your proposals in a timely manner — and how to follow up when they don’t.

The notes that follow are a very basic, unedited summary of the show. There’s a lot more detail in the audio version. You can listen to the show using the audio player below. Or you can subscribe in iTunes to get this show delivered straight to the Podcasts app on your smart phone, tablet or iPod.

In the past, I always resisted putting a deadline or expiry date on my project proposals because the practice seemed contrived to me.

A deadline might make sense if the cost of your service could be impacted by a rise in the price of components (or something similar), but obviously that’s not the case here.

But then it hit me: Fixing a deadline to a proposal isn’t about your internal costs. It’s about your availability.

Fixing a deadline to a proposal isn’t about your internal costs. It’s about your availability.

After all, your schedule is constantly changing. And getting something into your schedule is like trying to hit a moving target.

When you put a deadline on a proposal, you’re guaranteeing your availability to the prospect.

If they sign the contract and pay the deposit before the deadline, then you’re available to get started.

If not, your availability is no longer guaranteed.

Generally, I recommend a two-week deadline. You want to give prospects enough time to discuss your proposal internally. But you don’t want to drag out the process.

By assigning a deadline to your proposal, you’re giving prospects an additional push to make a decision.

And it might just be enough to get them off the fence.

As an added bonus, it also provides you with a clear framework for following up. The deadline gives you have an excellent reason to get in touch and see where things are at.


Plus … whenever you’re ready, here are 4 ways I can help you grow your freelance business:

1.  Grab a free copy of my book for ESTABLISHED writers/copywriters.

You’ll discover how to quickly and predictably reawaken dead leads, generate new client opportunities and convert not-yet-ready prospects into freelance writing clients. — Click Here

2.  Download a free copy of my new book for writers who are NEW to freelancing.

I’ll show you the 3 things you need to do to get your business off the ground safely and land your first paying client faster.  — Click Here

3.  Join my implementation program and be a case study.

I’m putting together a new implementation group this month. If you’d like to work with me to grow your income quickly with better clients (and become one of my new success stories). Just email me at [email protected] and put “Case Study” in the subject line.

4.  Work with me privately.

If you’re a 6-figure writer who’s trying to earn more in less time, with less stress, I might be able to help you get there faster than you think. Email me at [email protected] … put “Breakthrough” in the subject line and I’ll get back to you with more details.