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so your potential client actually wants you to put together a proposal for them they want to see what the services are going to be and what it's going to cost well in this video we're gonna teach you exactly step by step how to put together your proposal what you'll want to include and how to land that deal so if you're interested in that stay tuned here we go all right welcome back everybody and thank you for joining me my name is Jordan Steen also known as serial entrepreneur and at this channel we talk all about starting a marketing agency building a personal brand really just starting an online business so if you're interested in any of those topics make sure you hit that subscribe button and the notification melt in the bottom right hand corner that way you get updated with all of our future videos free trainings free content templates proposals everything that we put together here at this channel now in a second we're gonna hop over to my screen and I'm gonna show you an actual proposal that I've used to land a client the deal landed for about twenty five thousand five hundred ish dollars alright over three months so that's roughly like seven to eight thousand dollars per month on a client and all we did was give them a few different things that they needed to know like what they were going to be getting from their campaign how long to expect results and you know some of the pricing information obviously they're interested in that and we gave that to them in a specific way in a specific order for a specific reason so we're gonna go through that in today's video because I got to tell you guys something it wouldn't be fair if I didn't but somewhere in this video I'm gonna tell you where to get the link to the proposal template that we're actually going over in today's video so if you want that link make sure to stay tuned we're gonna cover that and let you know where to get it somewhere in this video but let's go ahead and hop over on the screen share alright everyone so this is the campaign or really the proposal that I put together for the client that we ended up closing for about twenty five thousand five hundred ish dollars it was around that price range and the proposal is really important for a few reasons number one is it gives you an easy to follow through kind of packet to give to the business owner and say this is exactly what we plan to do here's how we plan to do it and how much it costs it also shows them specific things like some results that you've been able to get or case studies that back up the information that your brain - then my recommendations for you guys are once you get to the office I recommend actually showing up about 30 minutes to 45 minutes before your actual proposal meeting remember this is where you're actually really trying to shock and wow them and go into a little bit more detail than you did when you were doing your audit and some of the other stages of the sales process this is where you're selling them so you need to be high energy you need to maintain control of the conversation and of the sale and you need to make sure that they're saying yes as much as possible right those are some of the three main concepts that they teach you in sales the sooner or as soon as someone in that room starts to get bored you should either do something to change up the pace or two either transition into a new topic to discuss and maybe come back to that topic later but you have to keep their attention at a very high level you have to keep them very excited and motivated towards getting that you know new marketing plan that's gonna help them fulfill their goals so that's the point I want to stress to you guys is when you're selling this proposal or putting it together and then pitching it you should really focus on what is it that the customer wants to hear do we want to talk about them being able to get more time on vacation or what you know what is it that that person wants to hear why are they actually trying to get this marketing campaign to grow their business right they obviously want to grow their business was it but is it to hire a new employee spend more time with family go on vacation just have a cool retirement nest you know nest egg whatever it may be that's what you're really selling to these people so focus on that but let's go ahead and go through this proposal template oh and really quick before we get into it leave a comment below if you've already been into a proposal meeting and let me know how it went did it go good did it go bad what went good or what went bad about it leave it in the comments oh and I'm sorry but I had to leave one more quick tip for you guys taken several copies of these to your meetings that you're going to like if you're printing them out take several copies because you probably will have multiple people in a meeting with a small or even a medium-sized business now a lot of people like to start with about us and then some of the services that you're going to be providing which is kind of what we did I know how this person was though so I want you guys to learn from this right here that I'm about to go into I knew who this kind of person was and I could understand what type of person he was he very fast-paced he was short but he really wanted to do it right he wasn't too like spending a ton of time talking about everything what he was dreaming about he was very direct and to-the-point about what he wanted right and since that was the case I knew that he would want a proposal that was very direct and to-the-point so I didn't give him a bunch of fluff about my agency and what we could do I basically showed it to him through the proof of some marketing campaigns that we've run in the past okay and so that's the thing you know you can include the about Us section if you like but really guys when it's small and medium-sized businesses it's not like you're going in to pitch Nike you don't need to have that much formality most small and medium sized business owners don't want that kind of engagement so cater to what they are used to cater to what makes them more comfortable and it makes the sale that much easier so really what we did was we went into what the campaign goals were for the business we focused on the business and you can see here it's all about what we're doing for this business it was build a brand to promote exp Realty recruitment opportunities create a YouTube channel to promote agent focus training and then cross promote his business and subscription service and then as you can see we immediately went into the next two sections of the campaign or of the proposal so the next two pieces are really the services and the timeline right so they want to see what it is that you're actually going to do and how long it should take and so what we did was we give them a road to success or a roadmap of what we plan to do and this was a campaign where we were starting from scratch we had literally nothing to work with we created brand new logos we created brand new channel art like everything for this YouTube channel as well as building a new website and building a blog for the website and blog content optimizing it for SEO there were tons and tons of projects that went into this this content based campaign we even had a little bit of money to spend on ads by the time it was all what you know said and done which was even better for him and the channel and us so what you can see is he planned out what the first five weeks would look like right so we signed based on a three month contract so that's what we wanted to do here we based it on the first three months and then we told him you know we just want you to sign for the first three months and then give us the next four to six months to continue building right and we're actually coming up on the end of the first three months here soon so this roadmap to success shows the first three months and what it's going to look like in the first five weeks so we broke it down to where it's easy to read we're gonna focus on your YouTube channel here's all the things we're going to go into and to build your YouTube channel here's how many videos we're going to do in the first two weeks of your channel setup here's what we're going to do as far as your website's concerned bonus you know we try to throw in some little bonus sales points like we're gonna install your analytics and Facebook pixel for free that kind of jargon really gets a business owner going because they're like oh oh I don't know what any of that is but they're doing it for free so they trust me they love this kind of stuff and we don't go to complicated like simple photos you're not trying to distract them from you being there trying to present them and tell them what it is that they're going to really be getting right next we're gonna continue into the next period of the campaign which would be the second six weeks of the campaign so the second half of the campaign and this is where we continue content planning strategy video production and optimization ad spending starts in this period because we don't spend any ads on any ads in the first six weeks it wouldn't make sense we don't have any content to promote and that's really what a lot of people miss out on also when setting expectations is they don't go through this process of saying look there's gonna be some periods of time where we're not spending any ads we're doing everything from scratch here we have to create all this stuff you don't have anything we can't just make it appear right we have to spend time to produce it and to get people to write things and create video for things and animations and graphics or whatever it is that we're going to need for your brand right so that's what we did in the first five weeks we literally did nothing but web development and creating videos creating content and then producing those videos then the second six weeks is when we started to kick in the ad budget we started to promote more to his explode audience we were going to events and telling people about it there and doing production stuff there we were doing website optimization and then submission to search engines everything was taken care of from that perspective to make sure that it's going to show up and rank and results in search results and that again just showing them basically what was going to happen then what we were doing was showing him what it would look like once we booked him in months four to six and notice what I said booked him in guaranteed months four to six everyone's going to be skeptical with the six month contract anything like that that's why we do three so was agreeing to the first three months and we wanted to get him to agree to the next set of three months right and so we're already assuming the sale now that's what this process or this technique is called is assuming the sale which means I'm going to assume that you're going to buy this from me because we're so good at what we do and it puts that yes mentality into the buyers mind right and so even though we didn't show him what we were going to do in the four to six month period we showed him what it kind of looked like from a you know a bird's eye view perspective if he wanted to see what it would be once we continued through the first few months of really just creating content and getting the channel launched getting the blog launch getting the website launched and then spending some ads to start driving traffic to it that's you know only the beginning from there you have to continue to invest money and promote things and build your audience start building your email lists promoting it on social media running ads on other social media campaigns to drive traffic ultimately it's not just you know as simple as creating great videos and putting them out there it is but you have to yet there's a ton of production that goes into that and budgeting and you know there's all kinds of different angles that people don't really think about when they're putting all of this together or at least the business owner doesn't that's where you come in as the marketer and say okay look we can do this but that's where you also have to set the expectation and so what we showed him was just some proof really just showing him you know here's our channel and what we can do with the YouTube channel because we really that this is the only YouTube channel we've created and managed but we figured out the process to start ranking and getting views and engagement with your video and so what we showed him was some statistics on what you know our channel was able to do and how we were able to do it using email automations and landing pages to drive traffic basically not spending on ads using SEO and really good content and landing pages and automation funnels to drive people through autumn through a content stream and we showed him a bunch of different landing pages and how many leads they were collecting and how we could use this same strategy to approach new real estate agents about real estate related training then we showed them the email list show them contact growth you know just more and more support and so that's what I want to move into is the next section after you get done showing the pricing and the services then you're going to move into your support documentation or your case studies or whatever it is and just show them the and it doesn't have to be a ton of stuff people like to overkill it and put 200 things in their portfolio in the proposal and take up 30 minutes of their time just showing them case studies the business owner was interested in about the first four to five at the most all right past that there's no more there's no more need for any more case studies like these three are all pretty much the same this is one case you know and these are considered case studies all of these individual statistics or graphs showing different data being pulled into each system is its own case study so these would be for email marketing here's Google Analytics showing traffic and what we're able to do and really this was when we were using our old old website and we had our new website made and now we're at about twenty-two thousand page views which you know that's the thing once you move a website can get kind of confusing not confusing the SEO can get to where you can't come off of it and then you have to come back on it again and you have to get back on top of it and build it into your new website you guys give them saying then the final part after you go through the support documentation is really just to go into the pricing and so that's when at the proposal in the proposal period when you're actually in there this is when you go through the price and this is where you have to be most confident outside of you know presenting the information of course you need to be confident there but if you're not confident in the price that you're giving someone they're not gonna be confident in it they're gonna be like well why would I buy that you seem shaky about it too right you have to be able to trust the person you're buying from right so if you come across shaky with your price then I'm probably gonna lose trust in you and so that's where you have to look at it and say okay well how are we going to how are we going to present this in a way that they're gonna understand it but it's also simple for us to manage so what we do is we do a first month and show that because we usually do setup fees with them to set up you know platforms like if we set up someone's Facebook account or whatever we're going to do that for them right so it's going to take up our time so we're gonna charge for it and if they're finicky on price it's always something that we can drop off or something like that if we needed to if we had to budge on our price a little bit which we ended up doing just a tad but the first month we're doing a bunch of setup content creation like I mentioned in earlier in the proposal and what the timeline would look like and so the month are the cost that month wasn't as expensive as some of the next or it was the most expensive compared to some of the other months and then as you look here you can see the following months two and three this is what we would be completing and managing and this is how much it would cost it's very straight to the point it shows everything so to simplify it all we keep it very simple here on the actual PowerPoint or presentation and then what we do is we say okay look we so this is just an overview here's the monthly cost total because really you're not gonna look at each one of these numbers and break them down right now and try to do big math in your head so what we're gonna show you later is our billing schedule and that's gonna show you a breakdown of every item that we're going to charge you for and how much it's going to cost and so that's our billing schedule right there and that's what we show them and tell them we're going to give them later so really this is just an overview of the cost and usually we take that with us right we're gonna take that billing and scheduling document with us to go along with the proposal we and we only need one of those you don't need multiple ones of those you just need one and that shows the itemized cost it shows the total campaign costs a monthly cost all of that alright so that was months one two and three of just the YouTube content the website creation our sorry the YouTube content the logo design intros for videos creating YouTube ads planning and production for the second month and third months alright so that's all and the ad spend right here in the second month and third month right also we have we mentioned the website so our website cost we actually gave it to them at a cheaper cost we were gonna do $4,000 we broke it down to 3,000 and gave him a deal and our monthly maintenance cost of $300 plus his annual hosting payment which was 720 dollars that he paid all at one time so we've got three thousand plus three hundred dollars per month in maintenance that were doing on his website and maintaining is his were hosting his site for him right here so we actually signed up with Bluehost which we'll leave a link for in this in the description below if you go towards the bottom of the description we have a section on services and software that we use you can check out Bluehost there I believe they give you a discount for joining through that link but if not I'm sorry I'm just they change them up all the time and they have specials and stuff anyways so we did their hosting so we charged them seven hundred twenty dollars we made probably I think like three hundred dollars off of that plus three hundred dollars per month in maintenance and three thousand dollars for the website to be built which we spent about fifteen hundred dollars to have built right so good for us good day then the next thing is the blogs right so our total monthly spend is fifteen hundred dollars per month on blog content and we gave him a deal on the first month we actually included it in the content plan for the first month and then we charge for the next couple of months so another three grand in revenue right there but that's all we're doing we're showing him the breakdown of everything and then we show him the budgeting and scheduling document next with the total campaign cost so we'll pull that out after we get done with the proposal show him the billing and scheduling document and boom from there we dropped the pen down and say all you got to do is sign that sign that dotted line and we can get you started and collect the check now and boom say it that confidently drop the sales line drop the pitch and then let him speak first or her speak first whoever it is that you're proposing for pitching a proposal to there's a guy for me but if it's a girl whoever it is just say the price the total price and then stop talking and let them make the first move right sit there it's gonna be silent it's gonna be a little awkward but that's okay that's kind of how it works alright so you want them to say something first that's gonna be their first thought that comes to their head which is something that you're gonna need to be able to read it's either gonna be a yes or no right so be prepared to answer yes or no questions with come which is actually ultimately going to come down to being able to overcome objections finally once you close the sale just some extra tips for you guys who are trying to land clients you need to have the credit card authorization ready and you need to have them sign your contract so we have them sign a three-month contract meaning that they have to pay us for three months otherwise if they try to void on their contract we can take them to court legally because they sign that contract agreeing to do that right or you can send them to collections and actually have collections deal with it oh and if you're one the steps or the processes to get clients better or maybe you just want to improve your efficiency at your workplace or at your office wherever it is that you're running your agency from we put together a video on the step by step process to land clients so make sure you check out that video in the top right hand corner as well but that's it for this video guys thank you guys so much for watching as I mentioned in the beginning if you stayed till the very end we're going to give you our template or pretty much the proposal we just gave you in a download so all you have to do is you want that download go right below this video at the top of the description we'll leave a link for you to get your template or get access to the proposal template plus a bunch of other training that I promise you're going to want with starting your agency but thank you guys so much for watching I really appreciate it and I will see you guys on the next video until then serial entrepreneur out bye guys ready to start living the six-figure work wherever be your own boss lifestyle will its serial entrepreneur Academy will teach you how to use a laptop and internet to start your own social media and digital marketing agency get started with our free Facebook Ads training links in the description below guys see you in the course serial entrepreneur [Music]