If you’re not winning at least 50% of the proposals you’re giving out, you’re too easy. Instead, the next time a prospect casually asks about pricing or getting a proposal, don’t give it to them until you know they want it. Tell them you’d be happy to, and to do that, you’d need to set up a scoping call with them and the key people, to ensure the proposal is accurate and meets their needs. If the prospect declines, then either they aren’t a great prospect, or you didn’t prove your value to them in your prior calls or demos.
