9 Essential Checks Before Sending That Contract

Check these 9 boxes with the prospect before sending that contract:

✅ Fully defined and agreed upon project scope

✅ Pricing structure confirmed

✅ Decision makers identified and involved

✅ All objections surfaced and addressed

✅ Value proposition clearly communicated and accepted

✅ Next steps post-contract discussed

✅ Verbal agreement obtained

✅ Prospect is expecting the contract

✅ Follow-up call scheduled

Remember: The contract should be a formality, not a surprise.

CQ

Frequently Asked Questions

Why should a contract be treated as a formality instead of a starting point?

Because by the time it's sent, everything should already be agreed upon. A contract that surprises the prospect signals the conversation wasn't fully finished before paperwork was introduced.

What does it mean to have decision makers "identified and involved" before sending a contract?

Making sure the person receiving the contract is actually the one with authority to sign. Skipping this check risks the contract stalling with someone who was never able to say yes in the first place.

Why does surfacing all objections matter before the contract goes out?

Because unresolved objections don't disappear once paperwork arrives, they usually resurface as silence or delay. Addressing them directly beforehand removes that risk.

What does it mean for the prospect to be "expecting" the contract?

That there's no ambiguity about what's coming next. If a prospect is surprised by a contract landing in their inbox, something in the verbal agreement process was skipped.

Why schedule a follow-up call before even sending the contract?

Because it keeps momentum going instead of leaving the next step open-ended. A scheduled follow-up ensures there's a built-in checkpoint rather than hoping the prospect reaches out on their own.