Selling Smaller Projects? Here’s Your Simple Plan

Today’s Skill: The “Keeping It Simple” Checklist

The Mutual Action Plan I shared last week is a game changer for businesses needing structure for longer, bigger deals. But, as is always appreciated, I got some really great feedback that I took to heart. (thanks, Stacy!). Here’s what she said…

There are a ton of businesses like Stacy’s, that don’t need the complexity of a full Mutual Action Plan or certain deals where it doesn’t make sense.

Those buyers don’t need to jump through a ton of hoops or invest a large amount of money, so decision processes can be much quicker. They want someone they can trust as much as having a great outcome goal at the end.

So, if that’s you, I created a mini-MAP for you to follow. (Good news: Even larger businesses can use this as a checklist to stay on track!)

The 5-Step mini-MAP

When the project is small (one buyer, a couple thousand dollars, a quick timeline) a full Mutual Action Plan is overkill.

But that doesn’t mean you wing it.

This 5-step miniMAP gives just enough structure to keep your deals moving without overwhelming you or your buyer.

Let’s break it down 👇

Step 1: Define the Journey From Problem to Outcome

This step sets the foundation. On that first call, guide your buyer through three checkpoints:

1. What’s not working (problem)

2. What they want instead (outcome)

3. When they need it solved (urgency)

You don’t need long-winded discovery, you just need to ask the right questions and drill deeper where necessary.

Ask:

• “What challenge are you running into right now?”

• “How long has this problem been going on?”

• “How does solving this impact other areas of your business?”

• “What would success look like if this goes well?”

• “When are you hoping to get this solved by?”

Then recap it:

“So it sounds like you’re trying to solve [problem] so you can [outcome], ideally by [timing]. Did I understand that correctly?”

We want to walk through this process together. In order to do that, we must keep confirming what they are saying with how we are understanding it.

Step 2: Confirm the Buying Process

Even if it’s just one person signing off, don’t assume what has to happen.

Ask: "Have you thought about when you want to start this project?"

Potential Follow-ups to go deeper:

• “What does the decision process look like on your end?”

• “How does it affect you if you miss that date?”

• “What other priorities might get in the way of making this happen?”

Recap & Confirm: “If you’d like to kick off this project by ________, what has to happen on your end to hit that mark.”

When we avoid asking direct questions, we open up the possibility of ghosting, stalling, and “surprise” stakeholders later. This makes it clear with no assumptions.

Step 3: Agree on the Next Step

If you’re still aligned then let’s lock in the momentum.

Share: “To keep the timeline on track, let’s schedule one more call to review your options and see if this is a fit.”

Follow-up:

On that call, I’ll come prepared with [proposal, plan, etc.] and I’d like you to [bring data, talk to X person, reflect on Y].

Ask: “Would next Thursday or Friday work, or is there another day you’d prefer?”

• No vague “I’ll follow up”

• No chasing

• Just a clear, shared outcome for the next call

There is no need to go back and forth through email. If we are aligned, a clear next step call should be set. It’s beneficial for both of us.

Step 4: Present Your Solution

Bridge the gap between what they told you and what you can help them achieve.

Start with a Recap: “Based on what you shared, here’s the direction I’d recommend to help you achieve [desired result].”

Then, walk them through your solution.

• Show how each part of your solution ties back to what matters to them.

• Drill down deeper on main problem areas and ask clarifying questions as you go.

• Elicit feedback/questions and confirm what you showed was understood, before moving on.

• If it’s relevant to share pricing, make it simple and visual (you can also set up a separate, shorter call in order to not rush this.)

Step 5: Send a Control Email

After the call, send a follow-up that includes:

• A quick recap of what was discussed

• What you’re offering (any resources like a proposal, demo, etc.)

• What they need to do (review, respond, connect internally)

• The date of the next call or decision point

This becomes your mutual record and gives you a clean way to follow up if they go quiet. Here’s a reminder how to create an effective one (Control email framework).

Final Thoughts:

You may be able to do this on one call.

Likely, 2 calls could be more appropriate. But, every prospect is slightly different so don’t stuff them into some predefined box. Be flexible.

But, don’t overcomplicate it.

• We still need to understand if their problem is big enough.

• We still need to qualify they are a fit.

• We still need to build trust.

This simple checklist helps you guide the buying process without overwhelming your prospect. You’ll feel more confident and your buyers will appreciate the structure and professionalism you bring to your business.

Your Action Step:

Record your next discovery call and see if you were able to:

• Identify their core problem

• Get clear on the result they want

• Understand their decision criteria

• Set a clear next step

It’s crucial to practice honing in on these details because the better they are dialed in, the better guide you’ll be for your buyer on their journey.