THIS WEEK'S SEGMENT HIGHLIGHTS:

NETWORKING MEETING
Thursday, OCTOBER 29: 6pm
CUTTING EDGE PRODUCTIONS, INC.
22904 LOCKNESS AVE.
TORRANCE, CA 90501
PHONE: (310) 326-4500

Bill Dedes has been kind enough to offer his studio for our meeting - don't miss it!

Spotlight - Freelance Tips - Use this time to build your business
Social Networking -
Tips on how to use social networking effectively
Using social networking for charities
The State of our Industy - Recent feedback on the importance of meeting
Green Report - International Day of Climate Action

Remember to click each title for the entire article

Wednesday, September 23, 2009

DO YOUR PROPOSALS STINK OR SELL?

What makes the difference between a proposal that stinks and one that sells? Odds are you haven’t changed your approach to proposals in years or decades. It’s time to overhaul your proposal process and put it in-sync with how your clients buy.

  • HOW CLIENTS BUY
  • They know their requirements better than you do
  • They want to be able to compare each proposal point-by-point
  • Creative, logistics and budget are important but they are buying strategy, confidence, chemistry and a relationship
  • They want to feel that they “own” the solutions

TOSS OUT THE BOILERPLATE
  • Scope of the Project – what they need in their terms. This isn’t the objectives it is how the client described the project.
  • · Results– forget stating the objectives – clients buy results. Outline the specific results you will generate and the time period. If you can’t present specific results then you simply don’t understand the project or the requirements.
  • · Strategic Approach – the thinking you have used to develop specific solutions. In the end clients hire you to think for them so let them know you understand the situation and are approaching it strategically as well as tactically.
  • · The Solutions – based on the scope of the project and the strategy. You are demonstrating your thinking and ability to deliver specific results. This is more than an explanation of products, services or creative elements. Remember, the client is buying your ability to think and work with them to develop solutions.
  • · The Benefits of the Solutions – clearly defined benefits your solutions deliver. Make a commitment on what they gain. Don’t be vague – promise specific results. They are buying results.
  • · Time Line – demonstrate how you will organize the project and the deliverables. Put this from the client’s perspective.
  • · Working Budget – position these as beginning numbers. Acknowledge that they will change as you work together on the project. Every client looks at the budget first.
  • · The Benefits of Working With You – think of this as “street cred.” The goal is to build confidence, chemistry and a relationship. Avoid giving laundry list of clients and more than three case studies. What do they need to know to make the decision?

SEE MORE AT LINK INCLUDING THE SECRET STRATEGY
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