We created a free workbook to go with this podcast episode. Grab it here :)

Before you market anything… listen to this.

In this episode of Money Secrets, Fi continues Part 3 of the four-part From Maybe to Yes series — and this time, she’s diving into one of the most overlooked but high-impact parts of your sales process: your proposal.

Most business owners treat proposals like an administrative formality — a quote, a scope, a document they send because they “have to.” Fi flips that completely. She shows you how to create a proposal that actually sells your work: one that reflects your expertise, demonstrates your value, builds trust, and makes it easy for clients to say yes.

If you’ve ever wondered what to include, how detailed your proposal should be, how to personalise it, or how to make it feel premium… this episode will give you clarity, direction, and a structure that works every time.

🎧 Tune in to learn Fi’s framework for creating confident, compelling, high-converting proposals that support your clients and your business.

What you'll learn in this episode:

Why proposals are a key sales tool, not paperwork. Often, the person reading your proposal wasn’t on the discovery call — meaning this document must stand alone and clearly communicate your value, process, and expertise.
The difference between:
- Template sections (the beautifully designed, always-consistent foundations), and
- Custom sections (tailored specifically to that client’s goals, challenges, and context).
How to show “what’s in it for them”: A strong proposal doesn’t jump straight to pricing. Fi shares how to help your client imagine what their future looks like after working with you — and why this emotional connection drives conversion.
What to customise — and why personalisation matters: From goals to scope, timelines to inclusions, Fi explains the exact elements you should tailor so your client feels seen, understood, and supported.
Why you should recommend one option — not 14: Too much choice overwhelms clients. Fi explains how to confidently recommend the best-fit option, backed by what you learned in the discovery call.
How to tailor proposal length to the investment: A $500 offer doesn’t need a six-page PDF. A $5,000 project deserves depth. Fi walks you through how to match your proposal’s complexity to the decision your client is making.
How to identify when someone is not the right fit — and still build the relationship: Learn how to gracefully redirect, recommend someone else, and stay in integrity without burning bridges (because referrals and future work often come from these calls).
Why a second discovery call is sometimes the right next step: For complex or custom work, Fi shares how to re-engage thoughtfully so you can refine scope, recommend the right path forward, and build trust.

Get the free downloadable workbook HERE to help you apply this Sales Sprint training directly to your business.

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We’ve come so far as a society in many ways, but money is one of the areas where progress hasn’t been enough. If we want to tip the scales in favour of marginalised people, it starts with understanding the secret: money in small business.

In this podcast, Money Secrets, host Fiona (Fi) Johnston, Chartered Accountant, small business advocate, and impact enthusiast, dives into the conversations we need to have about money. The secrets that once stayed behind closed doors (or on the golf course) are finally out in the open.

Fi’s mission? To get more money into the hands of good people, like you. She believes small businesses have the power to change the world, and the key to making a bigger impact is to make, and manage, more money.

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Thank you to everyone involved for bringing this podcast together. We are excited to hear from you with any questions, feedback or suggestions for future episodes that you might have. Send a Direct Message to @peach.business

If you are excited for what’s to come, please like this episode, follow the podcast and share it with your friends. We are thrilled you're here.

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Check out my FREE Pricing Training you need to set your prices for profitability.

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This podcast episode was recorded on the lands of the Wurundjeri People of the Kulin Nation and I'd like to acknowledge them as the Traditional Owners and custodians of this land and water that I live, work and play on. I'd like to pay respect to elders both past and present, and note that sovereignty has never been ceded. This always was and always will be Aboriginal and Torres Strait Islander land.