If you have ever read a book on sales or proposal writing, or attended a sales training course you will have heard this before. Even if that is the case, it cannot hurt to hear again. One of the first subjects that is always covered is features, advantages and benefits. Ultimately , any offer whether verbal or written has to encourage someone to take an action. This is done by demonstrating the advantages of taking that plan. Obviously communicating what those benefits are will determine whether your offer will be received.
On a smaller sale, especially with products, it is typically simple to list benefits, but with bigger proposals you will need to search harder to comprehend the client's business problem and explain the advantages of your solution - that is, how efficiently and effectively your solution solves their business problem.
Your solution should demonstrate not only value in price, but in the services that you offer. Value is the balance of cost versus benefit, therefore you must be explicit in highlighting the advantages to the customer. The 1st rule of sales is commonly offering value to your clients, even more than they'd expect. Put simply, you don't have to be the least expensive offer provided you are offering more than what others are supplying.
Frequently when a contract has been lost, the client will make it obvious that you were too costly - but nobody ever gets told that they won because they were the least expensive. It's the best answer that often wins, the one which offers the best benefits. This is going to be the most expensive solution, however it still may offer the best value.
So how do you create client value? Firstly you want to take time to understand the customer's needs. When you receive an Invite to Tender, get back to the customer immediately with questions. Call them. Ask for a meeting. You could have had involvement with the customer pre-tender and have a knowledge of their business.
You have to be able to demonstrate a understanding of their business need so as to demonstrate that your solution will deliver the required benefits. You must also understand their business if you're expecting to be well placed to provide a valuable service to them. WIthout understanding what they want you'll have a tough time deciding on what to supply that may persuade them that your solution is the best one for their business.
When writing your suggestion, use content tailored towards the client and their business problem. We all copy re-usable text, or boilerplate in offers, but customize it to the client. Include their name, particularly in the executive summary. Make sure they know the proposal is about them, not about you.
Directly address your customer's issues and offer persuasive ideas with distinct solution benefits and support your arguments with proof. When have you delivered a corresponding service or solution in the past? How did that customer benefit? Demonstrate your capability to deliver on your promise.
Confirm a value proposition is clearly laid out and easy to understand. Can you include a return on investment model for the client? If so do it you are showing the customer you understand how to save their business money. In the end the best offer is not the cheapest, but the one that offers the most benefit to the customer for the cost that they are is paying. If you can try that regularly, you'll always have plenty of business.
On a smaller sale, especially with products, it is typically simple to list benefits, but with bigger proposals you will need to search harder to comprehend the client's business problem and explain the advantages of your solution - that is, how efficiently and effectively your solution solves their business problem.
Your solution should demonstrate not only value in price, but in the services that you offer. Value is the balance of cost versus benefit, therefore you must be explicit in highlighting the advantages to the customer. The 1st rule of sales is commonly offering value to your clients, even more than they'd expect. Put simply, you don't have to be the least expensive offer provided you are offering more than what others are supplying.
Frequently when a contract has been lost, the client will make it obvious that you were too costly - but nobody ever gets told that they won because they were the least expensive. It's the best answer that often wins, the one which offers the best benefits. This is going to be the most expensive solution, however it still may offer the best value.
So how do you create client value? Firstly you want to take time to understand the customer's needs. When you receive an Invite to Tender, get back to the customer immediately with questions. Call them. Ask for a meeting. You could have had involvement with the customer pre-tender and have a knowledge of their business.
You have to be able to demonstrate a understanding of their business need so as to demonstrate that your solution will deliver the required benefits. You must also understand their business if you're expecting to be well placed to provide a valuable service to them. WIthout understanding what they want you'll have a tough time deciding on what to supply that may persuade them that your solution is the best one for their business.
When writing your suggestion, use content tailored towards the client and their business problem. We all copy re-usable text, or boilerplate in offers, but customize it to the client. Include their name, particularly in the executive summary. Make sure they know the proposal is about them, not about you.
Directly address your customer's issues and offer persuasive ideas with distinct solution benefits and support your arguments with proof. When have you delivered a corresponding service or solution in the past? How did that customer benefit? Demonstrate your capability to deliver on your promise.
Confirm a value proposition is clearly laid out and easy to understand. Can you include a return on investment model for the client? If so do it you are showing the customer you understand how to save their business money. In the end the best offer is not the cheapest, but the one that offers the most benefit to the customer for the cost that they are is paying. If you can try that regularly, you'll always have plenty of business.
About the Author:
CatalystMLM is a 'no pitch, just value ' community to help people grow theirinternet marketing business. The resource library is full of valuable training and interviews from top earnings earners like Joseff Boyer, Ray Higdon, Rick Meekins, Todd Falcone, Kate Northrup, and more.
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