Adam Hempenstall, How To Close More Clients At Higher Prices While Eliminating Scope Creep

Adam Hempenstall, How To Close More Clients At Higher Prices While Eliminating Scope Creep

Adam Hempenstall reveals the secrets he uses to create Better Proposals that help close more clients at higher prices while eliminating scope creep. If you are in the consulting industry you need to listen to this. One of the biggest problems most consultants have is getting sucked in to the “scope creep” fiasco. You want to help and do the best for your client but this actually kills you and creates a terrible client relationship.

welcome to funnel hacker radio podcast where we go behind the scenes and uncover the tactics and strategies top entrepreneurs are using to make more sales dominate their markets and how you can get those same results here is your host Dave Woodward well welcome back everybody I’m your host Dave Woodward and yes you are listen to funnel hacker radio and I’m Way excited today because I get questions all the time about people who are trying to use click funnels as an agency model to go out and basically present proposals to people to help whether they’re running Facebook Ads whether they’re running they’re trying to create webinars whether they’re trying to create funnels for people and I get asked all the time as far as well what’s the best thing do I just do a proposal how do I send it what do I do and that you know what the best thing for me to do is to get the person who knows proposals better than anyone else I know and that’s Adam him stall welcome welcome welcome Adam glad to have you on the show thank you very much for having me so Adams the CEO of better proposals they specialize in doing exactly that and that is helping you basically create the proposals that can help you win the deal so some of the things we’re gonna be talking about today is going to be how to actually increase your price how to increase the conversion on your proposals which is one of the main things most people want why you should send a proposal and what’s include the two things that I’m most excited about and that is how to get paid immediately and the one thing I know when I was consulting that was drove me crazy and that was how to avoid scope creep it’s like drives me crazy so with all that said let’s go just dive right in Adam as far as why do people need to send a proposal I know it seems kind of basic but why no it’s a really good question it’s a really good place to start actually because a lot of people don’t actually want to sit down and write them which is the first thing they’re you know frankly they’re real painters right they take an awful long time and you know if you’re probably you know maybe you won’t win the job and it seems like a wasted effort so a lot of people try and leave it leave it leave it and then wait till the last minute and only when it’s kind of confirmed then may go through the effort of actually writing the thing up once it’s almost done the problem with that method is that someone’s already won the job by the time you’ve got around to doing that so you want to get you you know put your best foot forward and do it very very quickly so you know I always think there’s you want to give somebody a decision to make that’s that’s really the best way to think about it so if you never send a proposal what decision are you asking them to make you’re asking them to create the whole thing in their head guess how you want to work and they just magically tell you now sometimes that happens because that person needs you more than you need them and they’ll chase you down and all that sort of stuff but it’s actually much much easier for you to just tell them what you want tell them what they need to do next and ask them a simple question do you want to do it and the easiest way to do that is with any proposal well I know that especially in today’s world things need to be kind of casual a lot of times it’s like hey I know a buddy and he’s trying to do this and and when they’re actually going out trying to win a deal they typically don’t even know what they’re gonna offer it’s more of a almost more of an interview type thing sitting down saying you know gosh I can do everything I can I can build funnels for you I can run your facebook traffic I can actually create the webinar on the back end I can create all these things how does and how does a person basically fine-tune the proposals so that it’s that it’s a win-win for the person presenting and at the same time the other person who’s actually on the other end thinks of course I need I need this person yes so that’s um that’s a really really good point actually and is it we said Christos that you had on recently yeah just something that you guys were talk about questions and yeah I was just literally listening to earlier and it was really it brings up a really great point and that’s the the art of asking good questions and you know sometimes when we’re talking about proposals and things like that people think that you eliminate that question part you still have to do that you still have to sit down with that client you have to listen use your ears more than your mouth all that kind of stuff and really get to the truth of what they actually need what they want and you still need to go through that discovery phase and only once you’ve done that bit then you can sit down and you can start to put a proposal together that actually makes sense to them which in essence if you’re talking about that kind of method where you it’s a very consultative kind of process you’re actually just documenting an action plan and that’s that’s really all a proposal should be it’s just kind of an action plan of the process that you both came up with together I love that idea well let’s talk about one of the things they needed so what’s your mission stan is the things they need to include in the proposal it’s more of the action plan of what its gonna take to actually make this Inc Act is that correct yeah I mean it start to finish isn’t it so you know one of the things I like to say to people is that we have the the benefit of having you know a huge amount of data that we can draw upon to try and help people actually close more deals and we know that the two pages that get read the most are the first page of text so typically an introduction or an executive summary or something of a similar nature and the price page so you know you kind of want to write your proposal in like two layers so the first layer is the surface level and that’s the intro and the price so if they read nothing else what would happen like if they just read those two things have you given across a good enough you know good enough impression and then everything else just adds to that and supports those those arguments but it’s really just about asking those great questions and you know using that executive summary or that introduction to really hammer home with the real reason why they’re trying to do this so yes they want more leads into their business if you’re going to build a funnel for them do the webinar thing whatever you know whatever the chosen method is but what’s the real reason that they actually want to do that and that’s I think a very hard thing for people to do but when you really discover what that actually is it changes everything and it makes the whole proposal writing thing just of just a formality and a foregone conclusion of course they’re gonna work with you because you’re probably the only one that’s ever understood them I totally agree on that I think that’s the honest truth well tell me then the hard part for obviously people is the amount of time it takes for proposals and the other issue they deal with is how many these are am I gonna win so how does what you guys do and teach and work with how does it actually help them basically win more or convert more to and at the same time at higher prices sure okay other questions at one okay I know I just that’s all right slow it down but let’s go on just conversion how do you increase conversions on your proposals increasing conversions so the first thing you want to do is send it quickly that’s that’s the the quickest way to lose a job or a potential job at that point is to just wait and the longer you leave it from that moment of I mean think about this either in a meeting or a discovery session you know being on the phone or in person when somebody says great that’s amazing can you send me a proposal that moment right there is the most excited they are ever going to be and they’re all is also the most like this is dealing with you going corporate level that it just does sort of start to apply slightly less but if you’re dealing with small businesses that is literally the truth the closest you’re going to get to get money out of anybody is that moment so if you leave it five days before you put a proposal in front of them do not expect them to be as excited as they were in that moment so the first the easiest thing you can do to increase conversions is just send the damn proposal quicker I mean that’s that’s one thing you can do the second thing I’ve kind of already mentioned is getting you know improving your questioning so really understand exactly what it is they’re trying to do and then you know in all this I mean look you know this is a smart audience use the same tricks and skills you have as a copywriter to you write good copy to your person you’re sending your proposal to you know you still need a headline you still need to cook them in you still need to do all that stuff it’s not you’re not off you’re not off the hook just cuz you’re sending a proposal to them and they like you you still have to win them over and the job isn’t done just because you know you had a beer together or you had a great conversation so you still need to do that bit so making sure you’re writing a really great introduction and hitting on those major points that they actually want to achieve it’s probably the single biggest thing that you can do and sending it quicker they’re they’re the two easiest fixes I love it well let’s talk more than about how do you how do proposals help you actually increase your prices well I kind of touched on it earlier but actually giving them something to say yes to that’s you actually make it very very easy for them I mean if you think about your day me I know that I get somewhere in excess of 500 email a day and a good chunk of that I’m supposed to apply it so apparently so you know we’re all busy it’s my point we’re all busy and you the conversation you’re having with somebody about this potential deal or the work that you’re going to do with them it’s just one of millions of things that’s going on in their lives so making it easy for them is probably the single biggest thing you can do and you know often when you’re trying to write a proposal in something like Word or InDesign or you know any other method or worse yet just kind of sending an email and hoping for the best you’re actually asking them to do a hell of a lot you’re asking them to figure out what your sales process is you’re asking them to you know maybe print out something cyanea take a picture of their signature on the order form or whatever it is all of that stuff I know that sort of going a little bit old-school but that’s actually a pain for somebody that’s going to slow a deal down and it may be in some cases that actually might be the annoying thing that stops you getting it because something else comes up and then they pass the project off so it it’s amazing how many times you can lose a deal just over something so so silly just as actually making the sales process difficult so one of the things that’s built into two better proposals is the the software we’ve created is digital signatures so they’re legal in you know just about everywhere in the world and you know you just literally ask your customer to type their name in and press the button that’s it done very it’s yes it’s completely legal and obviously you’re making it really really easy for them and you know that’s the that’s the that’s the name of the game really well the one thing I’m most fascinated about and that’s a in scope creep what’s it because I’ve I worked I had my own agency I worked with clients in the past and you spend all this time you like you know I know I can help you that and all of a sudden you’ve you think you’re helping them out but what’s actually happened is I’ve had the experience where I thought himself in the mountain I doing all this stuff then the scope crept way I would spend so much more time I wasn’t getting paid I was frustrated and then they didn’t feel like they have to got what they were gonna get for free from me and I was like I was doing that for free so how do you how do you help people avoid scope creep well the first thing is actually don’t give them extra stuff don’t actually promise it I think that’s the worst thing that people do is they they promise extra stuff in the hope that they’re gonna that’s gonna be the thing that wins them the job I mean you know spoiler if the free stuff the free stuff won’t help you if the if the core of the project isn’t enough to win them over there no amount of extra freebies they’re gonna do it it’s it’s just not gonna be a deciding factor it’s always gonna be something else it’s gonna be you know the the proof that you provided it’s gonna be your testimony or your case studies how you’ve related to them you know your positioning it’s gonna be all that stuff that makes the difference with you getting the job not the extra freebies you’ve chucked in and also it lowers your value massively massively because if you’re prepared to you know I know in the marketing world it’s easy to sort of slap massive price tags on things and say hey you get this as you know free if you if you go ahead quicker or or something to that effect but what actually does especially in the service business world is is it lowers your value massively because they’re almost never paying full whack for the for the original stuff and then you go and shuck in a lot of stuff on top of that it just thought it just weakens the whole proposition and also that stuff you can’t charge them for later so my advice is that justice is scale the thing bact don’t give them that free stuff in the first place and just do an amazing job of delivering what you actually promised them because I mean here’s like a kind of a basic way of thinking about it he comes along and they won a funnel right this is the boat just they just want the funnel done for them so you quote for that you do it you’ve priced it up and delivered a hundred percent of that thing but if you said to them in the whole sales process oh by the way we’ll do this extra thing for you as well and then you do that but then you know it was a freebie it was extra so maybe you did put as much effort in and you delivered maybe 70% of that well you’ve now actually under looked under delivered by giving them more stuff so you’ve created more work for yourself you’ve over-promised and then you’ve under delivered on that promise you’d have been better off not giving them the extra thing in the first place I love that I that’s fantastic well last question here and that is how do you get paid immediately I’m always about getting that first check so immediately I actually skip one of your questions and I didn’t even mean to do it but you asked earlier how to get paid more in the process oh yes somehow skips over their question somehow but attack both so how to get paid more it’s really just confidence it’s it’s giving them having confidence in yourself to charge a higher amount is the first thing the second thing and this is more relevant to your audience than perhaps any other that have spoken see but the fact that you’re dealing with such logical stuff with funnels with open rates we’ve click throughs it’s the clues in the title funnel you know you can actually mathematically work out with a starting point number and predicting sort of conversions along the way how much money somebody’s going to make you can make reasonable guesses so use that mass use that logic same thing if you sell SEO do any sort of pay-per-click work anything like that anything where you can mathematically draw a conclusion to a final number or an ROI and use that in your sales I mean it if somebody’s saying oh it’s gonna cost ya I don’t know thousand dollars for something and they provided no backup no ROI calculation no no nothing they just like it’s gonna cost this and that’s it that’s fine that might be good value to somebody but actually much much easier to get two-and-a-half grand which is way more than the original thousand if you broke it all down for them and gave them a logical sort of flow as to how they can reach 15,000 in profit now you’re two and a half Brown seems really really cheap I love that I love selling money out of discounts with my favorite things to do I think that’s great and-and-and how to get paid quicker is actually really quite simple and we’ve made this even easier with a relatively new feature in better proposals is ask for the money immediately afterwards and give them a really easy way of doing it so in in better proposals what we’ve actually done in the software is once they’ve signed the proposal you can hook up your sort of stripe account your PayPal anything like that and they can immediately pay the deposit there and then so there’s none of this like chasing people after the deals been signed or yes we want to go ahead but when there’s none of that it removes all the ambiguity you get the deal signed and then they immediately pay and you know and then the cash is in your account you start the process quicker they’re on board you could crack on you’re more excited they’re more excited everything gets done quicker and you move on to the next job so it speeds everything up from the start and yeah it’s it’s working incredibly well it’s failing you but a lot of people have been testing out saying it’s it’s working an absolute treat for them but even if you weren’t to use something like you know better proposals you can still apply that same logic in you know providing it you know just providing an easy way for them to actually make that payment so you know giving them a way to pay with a credit card immediately after signing or agreeing the proposal is a really good buy going about it I love that I think that’s that’s one of the things people always seem to destruct with the most is getting that first check and I bet it’s almost like people struggle with with the actual sale or asking for the sale but once they’ve asked to the sale and they get the sale the next thing is well now I got actually get the check and I think just making that as simple as possible for you as well for them is awesome but the other thing as well is you’ve actually just touched on it asking for it and yeah isn’t that hard thing to do you saying – sir do you know what I mean and she’s saying to somebody yes and now I want you to put your hand in your pocket and give me the money that’s a hard thing to do but if the Machine did it or if the software did it oh it’s just the software we use that seems so much more defensible and and that’s it’s I think a lot of it especially if you know you like a freelancer and you know you’re working in a computer that the whole time actually doing that closing bit you know like hello we see on TV or in you know these like sales films and stuff like that it always seem to do it so so well that you try and do it in real life and you know you really stupid your looks but that’s a hard thing to do and it’s something that seasoned pros struggle with you know never mind freelancers sort of doing it once every three months so it’s it’s very much worth trying to use the technology that’s around you know what be at our stuff be anything it doesn’t matter but use that technology to try and hide the save almost like pass off the job like I’m not the one asking for the money the software is so just do what it says and everything will be great close to wrapping things up any other advice you want to give to people getting proposals out quickly just create a process for it create process for it get a good template I mean we’ve got 43 I think templates all mostly in the sort of marketing and sort of tech web space all over on our website keep is linked in a second but get process for it because that’s the bit that’s gonna slow you down and and make things difficult but yeah there’s this tons of them over and over on our website never a better proposals do and so is better proposals don’t know the best place them getting hold of you cuz I’m sure people have questions about this kind of stuff yeah absolutely so we’ve got a live chat system on our website so just go to better proposals do and if you have the the live chat that’s usually me there but if you leave a question I’m more than happy to to come back but yet type out your question and let me know that you wait you heard of us from and then I can come back to you with with an honest decent answer and give you a bit of time I love it well Adam thank you so much for your time and I’ve get appreciate you addressing a lot of these concerns people have less freelancers and going out trying to to land the deal so I appreciate it I look forward to talking to soon and thanks again thank you so much for having me that kiss thanks for listening to funnel hacker radio podcast if you’d like to be notified any time we release a new episode just subscribe over at Bono hacker radio com in addition to that we’d love to send you a free gift you can find that free gift at funnel hacker radio.com forward slash free trial one last thing is we love giving away cars so if you’d like access to a free dream car all you have to do is go to funnel hacker radio com forward slash dream car and you’ll get all the details thanks again for listening

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Want To Promote ClickFunnels™ & Earn?

-We’re all able to make better proposals so we can increase our incomes and field of influence

-The proposals you make should be planned between you and your customer

-Adam lets us in on how increasing your conversions is as simple as decreasing your output time

-Have you ever thought of how much free work costs you?

-Our price points and confidence in our product have a direct relationship

-Ask for the money you deserve

Quotes:

“If you’re going to send a proposal, what decision are you asking them to make? You’re asking them to create the whole thing in their head and then guessing how you would work, and then they just magically tell you. And sometimes that will work.”

“…you’re actually just documenting an action plan. That’s really all a proposal should be, you’re just documenting an action plan that you both came up with together.”

“How you get payed more is really just confidence. It’s having confidence in yourself to charge at a higher amount.”

New To ClickFunnels™ But Want To Grow Your Business?

Want To Join ClickFunnels™?

Want To Take ClickFunnels™ To The Next Level?

Want To Promote ClickFunnels™ & Earn?

Adam Hempenstall, How To Close More Clients At Higher Prices While Eliminating Scope Creep

Adam Hempenstall, How To Close More Clients At Higher Prices While Eliminating Scope Creep

Adam Hempenstall, How To Close More Clients At Higher Prices While Eliminating Scope Creep
Adam Hempenstall, How To Close More Clients At Higher Prices While Eliminating Scope Creep 1

http://funnelhackerradio.com - Funnel Hacker Radio Podcast Adam Hempenstall reveals the secrets he uses to create Better Proposals that help close more clients at higher prices while eliminating scope creep. If you are in the consulting industry you need to listen to this. One of the biggest problems most consultants have is getting sucked in to…

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