Sean's Notes

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ECS Proposal Method

Remember What You're Actually Selling...

A growth consultant thinks about (and sells) their services with the end in mind; the tangible growth that results from services provided. Most sales & marketing materials they create focus on "why" as opposed to "how". They don't sell "websites", they sell "lead generation", they don't sell "copywriting services", they sell "conversion systems", they don't sell "accounting services" they sell saving money.

Basic Concept

Your proposal should include a detailed break down of your proposed strategy to grow your prospects business. You may be tempted to avoid sharing intimate details about your process, however doing so has three key benefits.

1: Sharing your strategy in details builds trust. You are taking the first step towards them as opposed to asking them to step towards you. Admittedly they could simply take your strategy and run with it; it can happen. But, if they do, they aren't the kind of client you want anyways. They subconsciously understand you're taking a risk by showing them "how the sauce is made", this builds in a type of reciprocity; a desire to reward you for your transparency. On top of this there is a touch of 'overwhelm' brought on by sharing your process details, this works in your advantage; the goal is to get them to think: "I want the end result here, it seems complex, so why don't you just do it."

2: It builds your authority. Authority grows out of leadership, demonstrating you "know your stuff" is leading your buyer "to the promised land"... the place where your proposed project solves a lot of their headaches and makes them a lot of money.

3: It demonstrates mastery. The proposal itself is a demonstration that you are a master of your domain. This ties in with building trust, but also builds confidence in your systems.

What Your Proposal Should Include.

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How much should you charge?

As we've discussed you've greatly reduced risk to everyone involved, especially yourself. The percentages each party gets can be highly variable based on a number of factors we'll discuss later, but a deal along the lines of 40% - 20% - 40% is a good place to start. 40% for the product developer, 20% for you, and 40% for the distributor. You can get creative here, but in general it pays to be a minority partner in the deal, for reasons we'll explore more later.

How you should present your proposal.

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Related Items...

Hybrid Model The ABC Client Method. Combing the Growth Agent services & The JV Broker connections.

Referenced in

The ABC Client Method: Get Paid More With Less Clients

On top of all that, your proposal to the lemon farms comes with little risk to them, they get paid if you move product - and don't lose sales if you don't since they're not relying on you as their only sales method.

Part One Recap

The distribution deal you broker between your [Client A] and [Client B] becomes its own sort of 'client' within your service business. It is a stand alone project which you lend your Growth Agent skills to, you've negotiated a % of profit share on both sides of the deal.

The ABC Client Method: Get Paid More With Less Clients

The distribution deal you broker between your [Client A] and [Client B] becomes its own sort of 'client' within your service business. It is a stand alone project which you lend your Growth Agent skills to, you've negotiated a % of profit share on both sides of the deal.