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Writing Proposals That Win Work
Identify the true buyer in the organization and get to talk to them.
Use the techniques to figure out if your talking to the person that can really spend money and if you’re not how to get to talk to them and talk at their level (hint it’s strategic not tactical).
Build a relationship of trust with your buyer
Really your proposal should only be a summary of the issues you’ve both decided need to be addressed and the price should be tied to the value you have both agreed those items bring. Learn to build that relationship with the buyer so they trust you enough to tell you the issues and value items.
Learn to talk strategy not tactics
Real buyers think strategically about their business not simply tactically. Learn the difference and how to talk strategically with your buyer.
Learn to deal with the times a client says no
Just because they said no this time doesn’t mean the relationship is over. Use the tips here to turn that in to a future client and learn what mistakes you’ve made so you don’t make them again.
Use the techniques to figure out if your talking to the person that can really spend money and if you’re not how to get to talk to them and talk at their level (hint it’s strategic not tactical).
Build a relationship of trust with your buyer
Really your proposal should only be a summary of the issues you’ve both decided need to be addressed and the price should be tied to the value you have both agreed those items bring. Learn to build that relationship with the buyer so they trust you enough to tell you the issues and value items.
Learn to talk strategy not tactics
Real buyers think strategically about their business not simply tactically. Learn the difference and how to talk strategically with your buyer.
Learn to deal with the times a client says no
Just because they said no this time doesn’t mean the relationship is over. Use the tips here to turn that in to a future client and learn what mistakes you’ve made so you don’t make them again.
98 pages, ebook
Published January 27, 2016
5 people want to read
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