I have three steps to help CEOs and marketing executives come around:
1) Wait until they're hooked before you push on the contract. Don't push for 12 months until they really want you - and ONLY you.
2) Offer annual pricing at a 40% discount compared to quarterly billing. Explain that when you take them on, you're making a commitment to their success - and you only go out of your way for clients who can commit to their own success.
3) Prove it. Show them what you'll deliver, then give them video testimonials from similar clients, show them SERP rankings you've obtained for similar clients, tell them about the ROI clients receive (preferably have this directly in the testimonials), provide references they can call, show them a roadmap and bake in an exit clause to the contract that guarantees you will follow through.

Of course, just because they asked for a proposal does not mean they are sold on you. The most important part of the entire process is step 1: getting them to not just say "I want to work with you", but "I want to work with you - and ONLY you." I can help you figure out how to get to that point.

Once you can get there consistently, the rest is a relative breeze. If you want help creating the plan and brand that will make that happen, pick a time on my calendar and we'll deep dive to get your business growing faster: www.clarity.fm/ryandraving