Business Systems Part II: The Proposal Process
How do you create proposals? How long does it take you to write proposals?
Get a Streamlined Process for Your Proposals
Lead Generation
Inquiry
Brochure
Questionnaire
Quick Chat
Style Board / Estimated Proposal
Design Consultation
Follow Up
Style Boards
You are a florist and a professional. Use the style board as a visual representation of your work. It is a vital communication tool that allows you to express creativity. This enhances the client experience so that they can visualize your plan.
Creating a Professional Style Board
Sets the tone
Showcases your skills
Understand their needs
Communicate aesthetics
Work around the priorities
Sets you apart
Visual Representation
Show understanding
Highlight creativity
Set expectations
Offer limited pricing
Communicating with your Proposal
Overall aesthetic
Speak their language
Listen to ideas
Translate their needs
Show understanding
Creativity
Showcase your skills
Share fun ideas and sketches
Add your unique factor
Personalize it for the couple
Enhance the Client Experience
Set the tone with your proposal.
Appear prepared, because you are!
Listen to their wants and needs.
Communicate the process.
Establish that you have the expertise in this industry.
Educate clients on how things work.
Take responsibility and ease their stress.
Style Board
What should you include on your style board for a wedding couple?
Couple’s info
Location info
Color palette
Floral selections
Categories
Offering details
Add-ons
Notations
Pricing Proposals
Use HoneyBook to itemize
Price out by section
Provide add-ons
Add installation/delivery fee
Include booking incentives
Copy into estimate document
Highlight retainer fee
Add payment plan
Estimated Proposal
Offer some details
Lump sum pricing (optional)
Booking incentives
Fees
Retainer
Payment plan
Expiration date
Delivery Option 1
Send it same day if possible
Limited information
2 page style board
Summarized pricing
Offer booking incentives
Expiration (3-7 days)
Protected in google drive
25% retainer to move forward
Delivery Option 2
Schedule design consultation
30 minutes max
Share estimate via video chat only
Offer the sale
On-the-spot booking incentive w/ 24 hour expiration
Expiration (3-7 days)
25% retainer to move forward
Flat rate retainer
Estimated Proposal
Send proposal draft
Client signs contract
Submits payment
Workflow is triggered
Best Practices
Qualify + Educate
Use online calendars
Get on the phone/video chat
Give estimates
Limit the details
Give expiration dates
Offer booking incentives
Sell VALUE not price
Avoid in-person consultations if possible
Offer the sale!
