You’ve worked endless hours earning the opportunity to work with your prospect, and now you’ve submitted a major proposal. They’ve told you that they’ll review it and get back to you in a few weeks. Really? A few weeks? You’ve worked your tail off and that’s all they have for you? What can you do? There is one thing that you don’t want to do…
Strategy #1 to things you need to do after submitting a proposal: Don’t act desperate.
There is a fine line between showing interest and conveying desperation. When proposing a large project, your prospect can’t perceive you as being too interested. They want to make sure that you’ve been here before. Prospects might award small jobs to persistent companies that show a lot of interest; but they won't award a large job just because you show a desire to win. They've got to feel like you can handle the work.
To be clear, I’m not saying that you act uninterested, but don’t call them every other day and start discounting your price before they even read your proposal. There are things you can do and not appear to be desperate … tune in on Wednesday and Friday to learn Strategies 2 and 3.
