Where to start? Read our post on how to gather information for the briefing

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The first step is to know if it is worth investing effort in exploration and find out if the lead is aligned with your ideal client profile, under your sales process. I consider this stage essential and it is remarkable how often it is overlooked.

Accelerate the construction of commercial proposals as an investment to maximize results and invest your effort where you have the highest probability of return.

To help you with this task, we have a very complete post showing how to transform your Leads into Clients . One point to note is that many clients do not open the game in the budget part, however you need to know if they are in a position to invest.

One way to solve this is to investigate the size of the company, or if they have a marketing department and have already made investments in Digital Marketing . Try to understand their history to analyze their maturity in the matter .

Briefing Meeting
Imagine yourself in a doctor's office. Do you trust georgia whatsapp resource that doctor who prescribes a medicine for you without at least trying to understand your problem or delve deeper into your symptoms? I don't think so.

And this is the exact feeling of your potential client too. Don't try to sell a solution in the briefing meeting . This is the time to start a relationship of trust. Worry about three basic things: building rapport , listening, and asking the right questions.

As a consultant, I have had the opportunity to analyze what is a good proposal and a bad proposal. Note that I have used the word construction.

Even if you are a digital agency and have your specialties, your clients' problems are different and your proposal must be different for each one. An architect can use the same resources (wood, scaffolding, cement), but deliver very different projects. Think about that.

Take the information that the client has provided in the briefing and take a moment to reflect and research. Most of the time, the client does not know the answers to their questions and it is your duty to find out. We should never neglect research.

This is where the main ideas for building the solution will come from. Study their competitors, their performance in the market, what their customers find in their products/services and, if you need to, be the "guinea pig" and test their products/services.

Gather all the information and discuss it with your team. Now we have the 'materials' to build something that really solves the problem.