It's happened to me and if you've been freelancing for a while I'll bet it's happened to you as well: a prospective client asks for a proposal (they seem interested), so you work your tail off crafting a terrific (and fair) proposal and wait for their inevitable, "Great, let's get started!" Trouble is, instead the client responds with, "Thanks so much for the prompt response and proposal. Give me a week or so to digest, and we can discuss then."
You anxiously wonder, "Was the client serious in moving forward with me or were they just using my proposal to compare with other freelancers out there? We're they looking to make a decision and just didn't like what I had in the proposal or were they just gathering quotes and didn't want to say it?"
If this has happened to you (or something like it), don't feel badly, in fact, the client response I used as an example in the first paragraph wasn't made up - it was the EXACT response a client gave to me.
The truth is, without a process or strategy in place, it's near impossible to figure out what the client's motives are in asking you for a proposal - are they serious or just gathering quotes? Worse yet, it probably feels awkward asking them; at least I always felt it was a little awkward.
Using the same principles and approach I cover in Verbal Kung Fu for Freelancers, I've figured out an easy, tactful and yet powerful way to get this information BEFORE you invest a lot of time and energy on a proposal (especially if the client is just price shopping). Armed with knowing if the client is REALLY serious in making a decision to work with you, or if she/he is just gathering quotes, you can decide if you want to draft a proposal, and or how much time and effort you want to spend on it.
Below I'll run you through a real-world, Verbal Kung Fu for Freelancers example of how to effectively get the client to commit to telling you what their motives are and when they'll make a decision to hire you or not. If you like the format and found this to be helpful, you might want to check into the Verbal Kung Fu for Freelancers book, the entire book is set up this way.
CLIENT: I'd like you to send over a project proposal.
YOU: Sure, happy to do that for you. Just so I understand kind of where you are in the decision-making process, will this proposal help you make a decision to go/not go forward or are you just looking to gather quotes at this time? (NOTE: This is a nice way of asking if the client is going to make a decision or price shop your quote).
CLIENT: I am not really sure; I guess we'll have to see what's in the proposal. (NOTE: Client is trying to avoid the question and not give away her/his position.)
YOU: I can understand that, there are always a lot of factors in making a decision to move forward. If I can get this project proposal over to you by [EXACT DATE], when will you have time to review it and get back to me on a decision on how you'd like to proceed? (NOTE: You'll see at first put the client at ease by showing understanding, but then I tactfully but boldly ask them when they'll make a decision. The client's answer will give me a good idea if they are price shopping or not.)
CLIENT: I am not sure...maybe sometime next week. (NOTE: By the way, when a client says this it should send a warning signal to you that they might not be serious).
YOU: If I am able to get the proposal over to you by Tuesday, would that give you enough time to look it over and get back to me by this Friday the 17th? (NOTE: the client wanted the ability to decide if/when they wanted to, I however am looking for a decision on a specific date).
CLIENT: Uhhh, I guess I can do that.
If you've been burned in this area before, give this approach a shot - it's worked for me!
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