Booklet

author

Michael Janda

Design

How to Respond to Blind

design

Design

|

How to Respond to Blind

I’m running ads using Google Ads and I’m getting leads that are asking for proposals! But I’m frustrated because I’m not closing any deals. What am I doing wrong?

What are Blind RFPs?:
An RFP is a “Request for Proposal,” a document that a client sends out to acquire bids. When the client doesn’t have a relationship with the agency, it is a “Blind RFP.” (No relationship makes it like a “blind date.”) With most Blind RFPs, a client is price shopping and they intend to take the lowest price submitted. You need to help them make a decision based upon more than just price.⁣

Don’t Respond with a Proposal, Ask for a Meeting:
Your response to a Blind RFP is not a proposal, it is a meeting, “Thanks for your request. When can we meet to discuss your project?” ⁣

Present Your Proposal:
After you craft your proposal, don’t just email it to the client. Present the proposal. ⁣⁣

Business is About Relationships:
Your chance to land a new client based upon an email delivery of a proposal is very, very, very low (unless you are the low price by a significant margin, which is not the best business growth strategy). Business is about relationships. Clients need to know you and trust that you can solve their problems and execute on their work. In order to build a relationship, you need some face time. Ask for it. Build the relationship. Land the work.⁣

BLIND RFPS

  • Always get a meeting.
  • Don’t send a proposal to a client you’ve never talked with.
  • Don’t just email proposals, present them first, then email.
  • Build a client relationship through personal interactions.⁣

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