Do you ever wonder how long you should wait after sending a proposal before checking in with a client?
I used to send out proposals and then wait and wonder for days, (or weeks!), whether a client was ever going to book with me! Then, one day, a business savvy friend told me to put an expiration date on wedding proposals and voila, my client management systems was forever changed.
Setting an expiration date on my proposals and was the single best move I ever made in my business. Period.
The expiration date is designed to set the parameters of your offer to honor this quote or “hold their date”…it’s a prompt for you to check in and see if they’ve made a decision or if they have any questions you can answer.
Checking in with a customer on, or before, the expiration date is to be expected when you’re trying to close this sale.
It’s not an ultimatum (most of the time), but it IS a clear signal that there’s a time limit on this offer because you don’t just “hold dates” indefinitely. Most offers are not open-ended. Neither is yours!
Click below to watch “Should you set an expiration date?”
Need some tips to write your next proposals in less time and present the expiration date to clients?
Do you have a “System” for your client communication?
A “System” is essentially a process (or protocol) for how you accomplish a task in your business. Typically you document your systems in writing (ie your operating procedures), and use them to identify inefficiencies or opportunities for automation in your business.
Systems are critical for a successful business, because they allow for you to:
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generate income with way less effort
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reply faster and more effectively with less stress
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automate and streamline to get more done in less time
I have a system for client communication (and you should too).
Your prospects MUST see you as an authority and understand your rules.
That’s it.
Before you earn trust as an authority, you MUST nurture the relationship.
And the best way to do that, hands down is with:
CLEAR COMMUNICATION THAT ESTABLISHES AUTHORITY.
Emphasis on the word “AUTHORITY”… In fact, just like it’s “OK” to want to make money, it’s also totally OK to WANT clients to respect you, and follow the rules of your “systems”, and treat you like A LEADER in your field.
In fact, that authority status is the key to unlocking your maximum potential so that you can be creative, profitable, and fulfilled.
Now the good news is… there’s a BETTER way to get prospects to see you as an authority… better than working without a system…and much better than starting from scratch on every single e-mail and proposal for every single event.
It’s called…TEMPLATES!
Here’s what a real florist said about implementing my Templates…
Oftentimes florists ask, “How does this expiration date work? Does the price go up after it expires?”
Well, that’s up to you. Do you need to increase the price for some reason?
I don’t increase the price after the expiration date. I just want to make my offer clear; here’s what I can do, here’s what it costs, here’s when I’d appreciate an answer…
If the client needs “more time” (for whatever reason), then that’s up to you, too. Can you extend the expiration date? Or will the clock truly run out because you have another inquiry for that date? Or is their hesitation a sign that they aren’t really serious about committing to you? What is the reason for the hold-up?
An expiration date serves as a prompt to both you, the business owner, and the client.
- Clients know that they should look it over sooner rather than later because you gave them the expiration date!
- As a business owner you now have a bonafide reason to follow-up, check-in, invite questions and close the sale.
I want to be an easy choice for my clients. I want to be an easy “yes”.
Thanks for taking the time to read and watch!
And if you decide to implement an expiration date, I’d love to hear how it’s working for you!
With love from me to you,
If you want to shortcut your proposal process and present an expiration date with confidence, click here to read more about my downloadable templates!
[…] Customers can push your limits sometimes and it’s up to you to define the boundary by creating your own rules. It can be as simple setting minimums for example, or adding an expiration date on proposals… […]