Bill,

A follow up call to make sure he received it is not something that is out of line. And while you are asking, ask him what addition he needs to feel comfortable with contacting you for the work. Ask him what the decision process is and the next steps. You have put a lot of time into the proposal and it's only fair to know the decision process and what else he needs in order to go with you.

I wouldn't go into your personal financial situation - this would probably not leave him with a good feeling. Stick to the process to get to closure and also reinforce the benefits he will realize from your services.

Hope this helps.

Wayde

I think you can send a follow-up letter and reiterate the benefits of using your services. Also ask if there is anything else they need clarification you will be happy to clarify. You can also state your availability to begin the project ASAP.

Additionally, leave your personal financial situation out of this project. Be professional and do not tell your clients about your financial situation. It will be taken care of with time. Remember nothing happens overnigth. The wait will not be long. Cheer up!
Aria

Bill,

I would go with the phone call as described by Wayde, and make sure you don't let your financial situation show through. I know it's difficult when times are tough.

The best thing you can do for yourself is work like crazy to get a few other prospects in your "pipeline' -- even before you call the big client back if you can.

In my experience, the best cure for big proposal jitters is getting busy with new prospects/clients. The wait doesn't seem half as long. And, your conversations with the big guy are much more effective.

Any purchase decision for that amount of money may take some time. The best thing you can do for yourself, and the odds of closing the business, is to keep busy selling.

Kathleen

I agree, get in there and close the deal now. Get on the phone and call them.

I have seen many sales not closed properly and the opportunity has gone. Don't dither, hold your nerve and get the answer yoo both need. You for the business and them to help them save money, be more productive etc

Deal with any possible issues they may have with the proposal immediately, and seize upon the opportunity (I am sure you will get) to close the deal.

Keep your goal in clear focus ... don't leave the call not knowing what you should do next ... if you have a contract that needs signing then finish with letting your contact know that you will get it over to them immediately.

Good Luck

I totally agree with KSA that additional prospects in your pipeline will increase your enthusiasm and confidence, and will lessen the potential client's perception that you are desperate for their business.

You mention calling them on the phone... are they close enough for a visit?

Also - why have recent sales been falling through? Have you contacted these prior opportunities to conduct a "post mortem"? This may provide info helpful in better positioning your proposal to this large potential customer.

All good advice so far. Definitely fill your pipeline with other opportunities too, just in case this takes longer or you don't get the business.

Before you make the phone call, make a list of every possible thing your prospect might say. Then write down the major points you want to bring up for each response. You have to consider what he might say:

1) "No time to review." It's a chance to make an appointment to go over the proposal together either on the phone or in person. I have closed business doing this. If they say no, give them your home or cell number so that when they do review it you're available if they have questions. Your dedication will impress.

2) "Looked at it briefly." Ask what the major pluses and minuses are with your proposal. Tell them you will make sure it all goes satisfactorily. Tell them about others that have gone with you and are now happy. Offer references, evidence.

3) "Not sure" Ask him "What concerns do you have?" This is probably the most important. Make a list of every possible objection you have ever heard and how you would handle it if it comes up. Ask "What would cause you to not consider us for your solution? Because your satisfaction is important to me and we will work on any areas that you identify." Tell your prospect how you operate, what steps you will take, how you measure success, etc.

4) "Have to meet with others". Say that's great, can you set up a time for a quick conference call or give me their names and emails. You have to start selling them. A good question to ask if others now have to get involved is "Are you recommending our solution?" If the answer is yes, you're golden. You now have an internal ally. If no, then you need to find out why and address the objections.

5) "More money than we want to spend". Only you can decide if you want to change your pricing. Before you do that, work on going over the value you will create. Rather than discount, maybe you can do something extra a no charge?

6) "It's a go!" The best response, be ready with the details you'll need to work through the implementation.

Hope this helps!
Jan

Great answers all, but thought I'd add my two cents ...

NEVER let your personal life cloud your thoughts, tone of voice, etc. with your business connections. Although it is certainly hard to do, you must remain upbeat and confident on your demeanor, without a hint of anxiety in your voice, e/m's etc.

Jan has some great advice; to sketch out everything you want to say (all "value points") and all objections and the best responses, prior to making the call (which I recommend versus a snail letter or email).

Important thing to remember is that the larger the firm, the longer a decision making process tends to be. Another important factor to always keep in the back of your mind - decision makers have TONS of things to attend to - your proposal may be one of 20 items on his or her agenda.

Due diligence with follow-up call is usually respected if you have a clear message to impart and respond appropriately. For instance if they say - can't talk this week, call me next Monday." Cheerfully respond, 'No problem - what time is best for you?"

In other words follow cues given to you, as many folks don't in their eagerness to close the deal. If your contact seems distracted - ask if it would be better to call later in the day. You are demonstrating that their needs are first - which is a great way to nudge yourself into a better light. Once you've gotten the go-ahead, ask pointed questions as per Jan's advice, be ready to respond with confident answers, and most importantly don't couch language - be friendly and direct.

Last piece of advice - get working on funneling more leads into your pipeline, so you're not over zealous in your approach with any other firm (the "don't-put -all -your -eggs -in- one- basket" mentality.)

We've all been in your boots at one time or another, and dealt with this kind of pressure cooker situation. The good news is it will come to a resolution, hopefully with a positive ending. But even if they pass on your proposal, you have the opp to learn what to do and not to do in future sales and negotiation processes.
Keeping fingers crossed for you!
psimone