In the B2B marketing world, you’re often working with clients who are part of a corporate structure.

That’s because B2B clients who understand the value of freelance copywriters (and have the budgets) tend to be from midsize or larger companies. They have marketing departments, web departments, product developers, senior managers, chief executives, etc.

With B2B, you’re not just submitting a proposal to a client who can say YES on the spot. He or she will need to run it by colleagues, a boss, or an internal committee who’ll weigh in on the decision.

Let’s consider what this means when presenting your proposals.

When you’re contacted by a prospect, that person will give you information about the project goals and parameters. But also, by asking the following question, you’ll discover what the prospect really needs from you regarding the proposal.

Ask the prospect, “What can I provide to help you get a big YES on hiring me?”