Proposal With Assumptive Close

We met a potential corporate client through a referral, which is where most of our business begins. Sharon, the potential client, had used a national competitor before and was only marginally happy with the results.

When I met with her, and in these personal-sounding e-mails, I emphasized our personal, hands-on approach. Most of my letters and e-mails to prospective clients carry an "assumptive close," meaning we assume we've got the business and are communicating to arrange final details. These e-mails delivered the account.
From: William S. Frank []
Sent: February 21, 20— 8:44 AM
To: Sharon Ruiz
Subject: Networking and Counseling Sessions  

Hi Sharon,

I enjoyed meeting you yesterday. You seem very compassionate and caring. I'm looking forward to getting to know you better.

As a recap, we decided to offer each of your 12 departing employees two hours of face-to-face consulting, plus two networking sessions. The purpose of the networking meetings is to acquaint them with the Denver market and local job-hunting resources. The fee for
these services is $5500.

We'd like to schedule the first networking meeting on March 2nd, from 9:00-12:00, and the second meeting on March 16, from 9:00-12:00. How does this sound to you?

Will you notify the candidates that this program is available, or how should we proceed? It would help us to have a list of those who qualify for the program, along with phone numbers
and e-mail addresses, and job titles, if possible.

Let's talk soon,


From: Ruiz, Sharon []
Sent: February 21, 20— 12:05 PM
To: ''
Subject: RE: Networking and Counseling Sessions  

Hello Bill—
Thanks for the info and confirming our conversation!  It was a pleasure to meet you as well.  I've shared our ideas with Mark M. and Cathy B.(our Human Resources Director in Cleveland).
Both were extremely pleased with your solution! 

I will put together some info for Mark's team to distribute to the affected staff.  They hope to be able to reach most via email but anticipate sending a mailer as well.

Would you be able to provide some additional verbiage regarding the 1/2 day sessions? Just looking to capture all the content so the get the gist of the day.

Thanks so much, Bill!  We'll pull together a list of those potentially utilizing the additional services.


From: William S. Frank []
Sent: February 21, 20— 3:40 PM
To: Ruiz, Sharon
Subject: Agenda of Networking Sessions  


Here is a brief description of the networking meetings.
Is this what you were looking for?
Many thanks,

 "Colorado Career Resources" 

The first session (March 2) will explain the resources and answer questions about networking and job hunting. The follow-up session (March 16) will allow participants to compare notes, suggest new resources, and share war stories. Attendees will take away written handouts on all topics.

These meetings are focused on Colorado career resources.  So everything discussed has a local focus. Here are some of the topics to be discussed:

  • Library Resources 
  • Directories (Lists of Employers) 
  • List of Colorado Recruiters 
  • Professional Organizations 
  • Business Meetings 
  • Job Hunting Websites 
  • Job Clubs 
  • Networking Meetings 
  • Late-breaking Business News 
  • Tour of CareerLab's Job-hunting Website 
  • Employers to Avoid  
This will be a lively, motivational exchange. Participants will leave well-informed and excited about their career possibilities.  


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