If you're like most consultants, you probably prepare many proposals or respond to online help-wanted ads seeking contractors. Want to know how to stand out from the rest?

A few months ago, when I was looking for a consultant for my company, I placed an ad and received dozens of responses. You can learn a lot from the worst mistakes some of these folks made when answering my ad.

In today's column, I'll tell you what not to do if you want to land a client. Tomorrow, I'll tell you want to do right.

First, here's what not to do:

  • Use bad spelling and grammar.

    The subject line of one email response read, "Purposal." The email itself was even worse: "...i can beat almost anyones price and almost promise you success and if i dont reach it, we wont charge you after the time we say we can achieve it in untill we do."

    You don't have to be able to write brilliantly, but you do have to get the basics right. Make sure you have someone capable proofread your response and check your spelling and grammar.

  • Show a lack of responsiveness.

    I contacted two consultants who'd been recommended. I called and emailed each of them. No response. After a few days, I called both again.

    Only one returned my call, and he was actually eager for the work. But if someone's not responsive to me as a prospect, will they be responsive to me as a client?

  • Be overeager.

    While you definitely want to respond to inquiries, you don't want to become a pest to your prospect. One man called me seven times in one day! I finally took his call, but it was just to get rid of him.

  • Continually stress a rock-bottom price.

    Sure, I want to get a good deal, but first I want to make sure I'm hiring a quality consultant. The consultants who made a big deal about how cheap they were made me wonder if there was a reason.

  • Don't listen or read.

    I was very clear in my ad what I was looking for, yet some respondents failed to address those concerns -- even when they apparently had the right background.

    Before you respond to a prospect, listen to what they want or read their ad thoroughly. Respond to their stated needs.

In tomorrow's column, I'll share some tips on the right things to do to land that big client.