Every deal you work comes down to three things: scope, timing and budget. Get all three clear before the proposal goes out.
Scope: record every conversation with the prospect, and make sure they know you are recording. Put those transcripts, along with the emails and text messages, into AI and have it help you draft a scope of work that works for both sides. Timing: ask the prospect when they would move forward if you met every expectation. Tomorrow, next week, next month, six months, a year. Budget: ask what they are looking to pay if you meet those expectations.
If the prospect balks at the price after seeing your proposal, adjust the scope. They get less, and a second version might work for them.
Fargo Walks, episode 93: Jeff Fargo, founder of Fargo Factor, on putting AI to work in a real business.
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