Sales GuideMarch 15, 20266 min read

What to Do When a Prospect Asks for a Proposal

Step-by-step. Proposal checklist.

proposalqualifyscopefollow-up

Steps

1Qualify first - budget, timeline, decision process

2Schedule a short call to align on scope before writing

3Send proposal with clear scope, deliverables, price, timeline

4Set a follow-up date - don't wait for them to come back

Include in Proposal

✓Scope and deliverables (what you'll do)
✓Timeline and milestones
✓Investment (fixed or range)
✓Next step (sign, call to discuss, etc.)

Pricing services: price services with cold leads. Objection handling: price objection.

FAQ

Should I send a proposal in the first cold email?

No. Cold email is for starting a conversation. Proposals come after qualification. Sending a proposal cold usually gets ignored - no context, no trust.

What if they ask for proposal before a call?

Offer a brief call first to make the proposal relevant. 'I'd rather tailor this to your situation - 15 min?' If they insist, send a one-page scope and price range.

How do I follow up after sending a proposal?

Set a date: 'I'll follow up Thursday if I don't hear back.' Do it. If no response after 2 touches, ask if they want to pause. See how to handle we already have someone for objection flows.

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