Six-Figure Secrets of Fractional Experts Mylance

Crafting Killer Proposals for Fractional Expert Clients

This episode of Six Figure Secrets for Fractional Experts dives into the art of crafting proposals that land you high-paying clients. Bradley Jacobs, the host and founder of Mylance, a community and lead generation platform for fractional experts, shares his insights on how to structure a winning proposal.

The key takeaways focus on creating a strong introduction, actively listening to client needs, and presenting clear deliverables and pricing.


Start Strong: Don't underestimate the power of a good introduction. Briefly remind the client of your expertise and accomplishments. This jogs their memory and reinforces why you're the perfect fit for their needs.


Listening in Action: Demonstrate that you were truly listening during the initial call by incorporating the client's goals and challenges throughout the proposal. Mirroring their own words personalizes the proposal and shows a deep understanding of their specific situation.


Tangible Deliverables: Avoid generic jargon when outlining what you'll deliver. Instead, use clear and specific language that allows the client to visualize the project's outcome. This eliminates any confusion and builds trust.



The episode also tackles the often-dreaded topic of pricing. Ideally, budget is discussed during the initial call. However, if that conversation doesn't happen, prioritize finalizing the project scope first. You can then address pricing in a follow-up call.

Bradley suggests aiming high on pricing. Go in with a rate 30-40% above your minimum. An initial "no" might simply indicate you haven't maximized your earning potential. Negotiation becomes easier when you start from a higher point.

The episode concludes with a crucial reminder: follow-up is essential! Don't be afraid to send multiple reminders after submitting the proposal. Persistence is key to securing the client and starting your successful collaboration.



Want to learn more?


Check out Mylance's free community for fractional experts: https://www.mylance.co/site/community


Check out Bradley’s initial pitch deck that earned him a 25k/mo client: https://docs.google.com/presentation/d/1PjwxNXvg5mjZ4rW8h6baGJ5an8rjreYpp6OhxVHZiKA/edit#slide=id.g42af2ca2be_0_0


Connect with Bradley Jacobs on LinkedIn for daily content and industry support.



00:00 Intro

00:31 Crafting a Killer Proposal

01:35 The four proposal sections

07:02 Discussing Budget

12:03 Sending the proposal

13:59 Wrapping Up

Crafting Outreach Notes that Convert

In this episode, Bradley Jacobs, founder and CEO of Mylance, dives into the art of crafting outreach notes that resonate with your ideal client and land you calls.

Why outreach notes matter:


Every consulting project starts with a call. You need messaging that resonates with your target client to get them on the phone.

Deconstructing a winning outreach note:

Bradley analyzes a stellar outreach note he received on LinkedIn, highlighting its key strengths:


Conversational and concise: Short, clear, and avoids clichés or jargon.
Targets a specific pain point: Asks a question that directly addresses the recipient's struggle (being a busy founder managing marketing).
Highlights unique value proposition: Clearly explains how the sender solves the pain point (surgical marketing efforts leveraging existing resources).
Focuses on the client first: Prioritizes the recipient's needs before introducing the sender.
Clear call to action: Encourages a response (open to connecting sometime).
Tailored to an ideal customer profile (ICP): Targets early-stage founders without a marketing lead.

Steps to crafting your own winning note:


Define your ideal customer profile (ICP): Who is your perfect client? Be specific (e.g., CEO of B2B SaaS company with 10-50 employees).
Identify their pain point: What challenges does your ICP face? Understand their emotions.
Articulate your unique value proposition: How do you alleviate their pain point? Be clear and concise (avoid consultant speak).

Crafting your outreach note:


Start with a pleasantry: Acknowledge the connection (e.g., Thanks for connecting).
Ask a question about their pain point: Engage them and show you understand their struggles.
Introduce yourself and your ICP focus: Briefly explain who you are and who you typically help.
Articulate your unique value proposition: Explain how you solve their pain point in clear, layman's terms.
End with a clear call to action: Ask a question or suggest a short call (15 minutes).

Tips for success:


A/B test call to action approaches: See what works best for your audience (starting a conversation vs. direct call).
Non-perfectionist attitude: Focus on getting started, feedback helps refine your message.
Get feedback: Mylance community offers a platform for peer review.
Track and analyze results: Monitor response rates and refine your messaging based on data.



00:00 Intro

00:25 Writing an Outreach note

04:59 Writing an Outreach Note

09:59 Outreach Template

12:06 Wrapping Up

This episode of the Six Figure Secrets for Fractional Experts podcast offers tips on how to convert introductory calls with potential clients into paying engagements. Host and founder of Mylance, Bradley Jacobs, details different strategies to make sales calls feel more natural, and how to turn them into successful business relationships.



Instead of forceful pitches, this episode discusses strategies to focus on client needs through insightful questioning and active listening (encouraging the client to do 75-80% of the talking). By building trust and rapport through techniques like mirroring and labeling, you can effectively qualify leads and determine if there's a perfect fit for your services. Even if it's not a perfect match, requesting for two introductions can fill your plate with enough inbounds to last a lifetime. The episode also tackles setting boundaries for free consultations and crafting compelling proposals that leverage the client's own language for maximum impact. Lastly, Bradley shares tips for crafting a killer proposal using mirrored language.



If you found this episode valuable, visit Mylance.co where you can find tons of free resources such as: a community of like-minded entrepreneurs and fractional executives, rates databases, contract and proposal templates, and more.



00:00 Intro

00:20 Converting Calls to Clients

2:45 Keep verbal pitch concise

3:38 What questions to ask

7:22 Tactics to get people to feel good and talk about themselves

9:28 Transistioning to a formal arrangement

12:03 How to handle a client that asks for too much information

13:54 How to craft a proposal

14:46 Outro

Discover how job postings can be a goldmine of potential clients for fractional executives. In this episode, Mylance founder Bradley Jacobs reveals his strategy for turning full-time role offers into lucrative consulting gigs. Learn how to leverage your expertise to tap into this underutilized lead source.



Job postings signal a company's immediate problems and their willingness to invest in solutions – making them ideal targets for fractional experts. Rather than focusing solely on the job description, approach companies with tailored solutions that address specific pain points. Learn how to identify needs, personalize outreach, follow up strategically, and craft compelling conversations with potential clients. Mylance streamlines this process with monthly curated leads and a supportive community to help build your fractional business.



00:00 Intro

00:23 Finding Clients is Hard

02:55 Bradley shares his experience turning a job posting into a client

05:27 Hiring a full-time position is a big bet

07:24 Job descriptions have the key information you need to sell

08:52 The most important point to include in your pitch

09:58 Follow-ups are crucial

12:21 Legitimize yourself without hard-selling

14:03 Outro

On this week's episode Bradley shares his experience of turning a $5,000 budget into a $20,000 project and subsequently closing a retainer, emphasizing the importance of setting boundaries and valuing one's expertise. Bradley discusses techniques for negotiating higher rates and securing long-term partnerships, with a focus on delivering value beyond the client's initial scope. We delve further into strategies for managing scope creep in project-based work. Bradley emphasizes the significance of integrity in business, particularly the ability to say no to projects that do not align with one's value or expertise, and the long-term benefits of attracting clients who appreciate and compensate for true value.



Mylance offers a free vetted community for fractional experts, including resources, templates, networking opportunities, and a lead generation product to help fill pipelines and find new clients. Learn more at Mylance.co



00:00 Intro

01:01 Project details

04:37 Showing You're the Best Person for the Job

07:32 Scope change

09:14 Asking Additional Questions

11:49 The Moral of the Story

Follow Lisa's empowering journey as a thriving entrepreneur as she shares insights on launching a consulting agency. Discover how to combat imposter syndrome, promote yourself on LinkedIn, and craft engaging content. Gain wisdom on marketing, pitching value to clients, and knowing when to decline projects. Don't miss this episode packed with practical advice for aspiring entrepreneurs.

0:00 Lisa's journey to starting a consulting agency

6:34 How are you finding mom's looking for work?,

7:59 How big is your team?

8:57 How to build your consulting business into a job that replaces your W2 income

12:38 What was the most effective growth strategy for you?

14:40 How did you overcome imposter syndrome?

18:25 What would you say to someone who doesn't like to self-promote on LinkedIn?

21:59 What do you actually post on LinkedIn these days?

25:00 Where did you learn so much about marketing?

26:28 How do you pitch your value add to a client?

32:04 When is it good to turn down a client?

36:48 Business development is like brushing your teeth

40:30 What do you want your business to look like in 3-5 years?

44:23 Where you can find Lisa