Summary
Finding Good Clients – Qualifying Leads and Controlling Proposal Costs (Part 2) – In this episode, I’ll focus on strategies to reduce proposal costs and attract quality clients. Key topics include developing efficient proposal templates, using informal email proposals, and charging consultation fees to qualify leads. The episode also emphasizes the importance of demonstrating expertise through websites, articles, and podcasts. Additional insights highlight the value of understanding your market segment and utilizing analytics to optimize business development efforts.
Contents
- 00:00 Introduction
- 5:36 How do you reduce your proposal cost?
- 6:15 Developing good proposal templates
- 9:08 Informal email proposals
- 13:40 Charge a consultation fee
- 15:15 Push preparation of proposal as close as possible to contract
- 20:04 How do you demonstrate expertise to a potential client?
- 21:38 What are better ways to demonstrate expertise?
- 21:52 Demonstrate your expertise through your website
- 22:57 Research and writing articles to demonstrate your expertise
- 24:17 Start a podcast to demonstrate your expertise
- 31:50 Surveyors should imitate lawyers more often
- 37:13 How can you avoid the mistakes I made
- 45:12 Understand what market segment you can find the best opportunities in
- 47:02 What are some analytics you might want to think about to understand to understand if you are being effective with your business development resources