Debbie Mayo-Smith international inspirational motivational how-to speaker technology, time management, improving business performance
Motivational Speakers, Sales, Marketing, Time Management, Productivity, Technology, Tips

How To Create Superior Proposals That Get Results

In the current environment of slashed budgets preparing a superior proposal is more important than ever.

Here are two strategies that should significantly increase your success.

1. Them. Not You
Almost every piece of marketing material, proposal, sales presentation that I see has the wrong I/You ratio.  Your prospects care solely about themselves. Yet most marketing material focuses on how wonderful ‘we’ are. How great we do. Send this chest thumping guerrilla marketing philosophy packing. Replace it with a customer focused what’s in it for them strategy. How will it make them more successful? How will it make them happier? How will it make them more money?

2. Quantify.
Money talks. Fluff walks.
Put a dollar value on how they’ll benefit. Measure their rate of return. 

This exercise is easier than you might think. Will your product/service save them time? Put a value on it by estimating how much time it will save per annum multiplied by the value of that person’s time (their wage per hour, salary). You can reduce stress? Does that lead to happier employees which helps reduce turnover? You can quantify the recruitment costs saved along with the productivity continuum.

Help them make more sales or increase turnover?  Take the average value of one sale (you can even factor in the life time value of that one new client) multiplied by the number of new ones expected.

You can get the base information any number of ways. Research on the Internet. Their Competitors. Annual reports. Talk to HR professionals about salary levels. Colleagues in that industry. Allies within that company.

 


Debbie Mayo-Smith (BSc Hons Econ) is an International Motivational Business Speaker and Managing Director of SuccessIS! (http://www.successis.co.nz) and a leading specialist in easy practical ways to improve business profitability, personal productivity and Internet marketing. Debbie lives in NZ and travels the world speaking, writing and training. By the way, if you'd like to get lots of neat tricks like this, plus marketing and business development tips, why not enrol for our free newsletter?


This article is copyright to Debbie Mayo-Smith & SuccessIS. You may use it for your newsletter, website or as an article. It can be reproduced - but in its entirety and with inclusion of Debbie Mayo-Smith as the author and the weblink www.successis.co.nz


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