7 Sins of Business
Proposal Writing
1. Failure to
focus on the client’s business problems and payoff
2. No persuasive
structure
3. No clear
differentiation of one compared to other vendors
4. Failure to
offer compelling value proposition
5. Key points are
buried or not highlighted
6. Difficult to
read because they are full of jargons
7. Contain
credibility killers – misspelling, grammar and punctuation errors, wrong use of
client’s name, inconsistent formatting, etc
The Value of Business
Proposals
To Clients
- It helps
clients to compare vendors, offers or price so s/he can make an informed
decision
- It helps
clients to clarify complex information
- It makes the
buying decision more objective for the clients
- It slows down
the sales process, so clients do not feel rushed into a deal or feel taken
advantage of
- Helps clients
to solicit creative ideas, become educated or get free consulting
To You
- It helps you
to sell
- It helps you
to sell on value instead of price
- It helps you
to compete successfully without having personal contact
- It enables
you to sell a technical solution to a non-technical buyer
- The proposal
is your marketing tool
- It helps you
to influence clients or make an impression on them
- It helps to
demonstrate your competence and professionalism
No comments:
Post a Comment