Stop Giving Them Options. It’s Killing Your Close Rate.
I see this mistake on almost every proposal I review.
A solopreneur has a great discovery call. The prospect is interested. The vibe is right. Then, the solopreneur says:
"Great, I’ll send you over a few options and a link to my website. Take a look and let me know what you think."
They think they are being helpful. They think they are being "flexible."
In reality, they are killing the deal.
The "Paradox of Choice"
When you send a prospect a proposal with Option A, Option B, and Option C—or worse, a link to your website with five different packages—you aren't giving them freedom. You are giving them homework.
You are forcing them to do the mental heavy lifting of figuring out which solution is right for them.
In psychology, this is called the "Paradox of Choice." When people are presented with too many options, they get overwhelmed. They fear making the "wrong" choice. So, what do they do?
They choose nothing. They delay. They ghost you.
Be The Doctor, Not The Waiter
They didn't hire you to give them a menu. They hired you to solve a problem.
Imagine you went to a doctor with a broken arm, and the doctor said, "Well, we could put a cast on it, or we could do surgery, or maybe just wrap it in ice. Here’s a brochure, let me know what you want to do."
You would walk out. You want the doctor to look at the X-ray and say, "You need surgery. We are scheduling it for Tuesday."
You are the expert. They want you to be the expert.
The Rule of One
This is a core rule of the KYSS (Keep Your Sales Simple) philosophy: Make One Recommendation.
Don't send them to your website to browse. Don't send a confusing grid of pricing tiers.
Diagnose their problem.
Put together a quote for single product or package that solves that problem.
Send it to them with this message: "Based on our conversation, this is exactly what you need. This is my recommendation."
When you do this, you remove the friction. You remove the homework. You make it easy for them to say "Yes."
Stop asking them to choose. Tell them what they need.
Build Your Full System
Do you struggle to make that single recommendation with confidence? It’s usually because you haven't simplified your product offering yet.
I've compiled the entire "no-BS" framework into a 15-minute digital course and manual: KYSS: Keep Your Sales Simple. It walks you through how to define your "One Product" so you can quote with confidence.
[Click here to get the KYSS Course & Manual today.]
Need More Than a Manual? Get Your Team.
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In the Selling Pens Community, we review real quotes and proposals. We can help you strip out the confusion and craft a single, powerful recommendation that closes.
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