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Avoid Salesy - Feel Good
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One non-salesy tip
How do you build a winning proposal?
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First, start with their problem...
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Please don't start with how awesome you and your company are. Few prospects care. And please keep it short. No one wants to read a 30-page word-wall proposal.
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Don't risk your deal. And don't make it hard for your prospect to see value.
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- Start with their problem
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- Why this matters to them, and
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- What the heck can be done about it
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1. You only need about 10-12 slides to tell a good story
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2. According to Proposify, including images help with conversion
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3. Allow your prospect to have a hand in the creation of the proposal
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Reminder: Proposals don't close deals - you do.
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- Proposals de-risk deals by showing a clear path to success for your prospect
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- Make sure your proposal can be understood by others who aren't there
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- Be sure to walk through your proposal with your prospect(s)
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Here's a 4-step proposal & presentation framework
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It tells a client-centric story. Below is a Google Slides template you can download and adapt to your context.
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- What you heard from them
- Why this matters now
- Measuring success
2. Their Goals & Deliverables:
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- Desired goals & outcomes
- Timeline & deliverables
- Three options
- Expectations
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One sales principle
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One 1-min vid
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One suggestion
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Want to keep going?
Explore these latest blog posts...
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I'm moving my newsletter to make it easier to deliver great content to you - short video below. In short: re-sign up here - you won't miss a beat
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Simple Step to Help Prospects Trust You & Feel Heard
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Insert a recap into your sales convos - too often we jump right to solutions. A recap helps a prospect feel heard, appreciated, understood - short video...
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Does your prospect "feel" heard?
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Simple step to ensure your prospect feels heard: Insert a recap into your sales convos Ever chat with a boss, a friend, or peer—and they suddenly go, "Got it," and then zone out while you're still talking? Happens all the time. Happens in sales conversations too. Imagine a seller who thinks they've totally understood the prospect's needs and starts daydreaming about …
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This cold email ask gets sales convos started...
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Bad: Can I grab 15-mins on your cal? Better: Open to a convo…? Worth a chat? Pure gold: Is it worth a short email exchange to see if a convo even makes sense?
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What's going on with your buyer?
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I saw a recent ad (somewhere) that used the word "Permacrisis" to describe how many are feeling today. Permacrisis is a period of long suffering, confusion, and difficulty with no apparent end. And this is indeed how buyers are feeling. While we need to create a safe space for our buyers given the realities, we also need to think differently …
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