Artists ghosting your proposals? It's not because of your rates…

I’ve talked to hundreds of producers about their project proposals (yeah, I'm a nerd like that), and I found something that completely changed how I think about client relationships.

Here's the mind-blowing part: The producers with the HIGHEST rates often had the BEST response rates.

(Let that sink in for a second...)

That means all those times you wondered if your rates were "too high"? That probably wasn't the real problem at all.

In fact, after diving deep into these proposals, I discovered something fascinating about how artists actually make decisions about who to work with. It has way less to do with your rates or technical skills, and way more to do with how you frame the entire experience.

Think about your favorite restaurant for a second. 

What makes it special? Sure, the food matters. But it's also:

- How welcomed you feel when you walk in

- The way the staff makes you feel understood

- The confidence that you're in good hands

- The anticipation of each course

- The whole journey from start to finish

(When's the last time you chose a restaurant because they listed their oven specs?)

Here's what's actually happening when artists read proposals:

1. The Mental Movie Effect

Most producers dive straight into their process, gear, or rates. But the proposals that got responses? They painted a complete picture of the entire experience:

- The excitement of finally working with someone who truly gets their vision

- The relief of knowing their music is in capable hands

- The confidence of having clear direction and feedback that makes sense

- The joy of hearing their ideas come to life, piece by piece

- The pride of sharing the finished product with their audience

(Notice how none of that is about plugins or preamps?)

Your studio work is exactly like that restaurant experience. Artists aren't just buying a finished mix - they're buying:

- The confidence of knowing they chose the right person

- The clarity of working with someone who communicates clearly

- The excitement of each update showing their vision coming to life

- The relief of not having to stress about technical details

- The pride of having their artistic choices understood and enhanced

2. The Identity Gap

Here's where it gets really interesting. When you lead with your technical process, you're actually creating what psychologists call a "gap in identity alignment."

Quick example: When an artist thinks about their project, they're imagining the entire journey - from the first conversation to the final delivery. They're thinking about whether you'll understand their references, whether they'll feel comfortable sharing their ideas, whether you'll respect their vision while elevating it.

But when your proposal talks about analog summing and pro tools certifications, you're completely missing what they're actually worried about.

(This is why even technically brilliant proposals often get ghosted)

3. The Experience Architecture

The highest-performing proposals I went through did something pretty counter-intuitive: they laid out the entire experience, not just the technical outcome.

Think about how a great restaurant designs their experience:

- The host makes you feel welcomed and valued

- The server guides you through the menu with confidence

- Each course arrives with perfect timing

- Every detail adds to your comfort and enjoyment

- The entire experience feels curated and intentional

The best studio proposals do the same thing:

- They outline clear communication expectations

- They explain how feedback and revisions work

- They describe the collaborative process they should expect 

- They address common concerns proactively

- They make the whole process feel designed and professional

(They're not just selling the destination - they're selling the journey)

So what actually works?

Here's the simple (but not easy) shift that changed everything for my students:

Before talking about what YOU do, ask the artist these three questions:

1. "When you imagine the perfect studio experience, what does that look like for you?"

2. "What aspects of the production process excite you most? What parts worry you?"

3. "How do you want to feel throughout this journey - from our first call to final delivery?"

Then structure your proposal around delivering that complete experience:

A. Set the scene:

- How you'll kick off the project

- What the communication flow looks like

- How you'll handle feedback and revisions

- What they can expect at each stage

B. Address the emotional journey:

- How you'll ensure they feel heard

- How you'll keep them excited and confident

- How you'll handle any concerns that arise

- How you'll celebrate wins along the way

C. THEN (and only then) talk about your technical process - but frame it around their experience:

- How your workflow keeps them in the loop

- How your expertise makes the process smooth

- How your approach maintains their creative vision

- How your skills serve their goals

Think about it this way: Your technical skills aren't your product. They're the tools you use to deliver an experience that makes artists feel understood, supported, and excited about their music.

Next time you write a proposal:

1. Design the experience before mentioning the tech

2. Paint the whole picture, not just the end result

3. Show them they're in good hands every step of the way

4. Make it clear that you've thought about THEIR journey

Trust me - when you shift from "here's what I do" to "here's the experience we'll create together," everything changes. The ghosting stops, the respect increases, and the right clients start saying yes.

Oh yeah. And the perceived value goes up, along with your rates.

Carl ✌️

P.S. If this was helpful, leave a comment and let me know if this changed how you think about proposals. I'm always curious to hear your insights.

P.P.S. By the way - notice how this blog post was structured to be an experience itself? From the opening hook to this final bit, every part was designed to keep you engaged and deliver value. That's not an accident - it's experience architecture in action. 😉