Many of my small business marketing clients want to know how to prepare a winning business proposal - especially a BIG BUSINESS proposal - one that is going to win a contract with Corporate Clients!My whole philosophy of being a Client Magnet is all about attracting clients - so they call you. So you don't have to do all the time-consuming client chasing. My philosophy is to eliminate cold-calling scripts and have the client pick up the phone and say "will you partner with me"... BUT there will be times when you need to submit a proposal. Especially when you're dealing with Corporate Clients.You can access many of my successful proposal samples and effective example proposals. They are the very proposals that have worked for me to secure corporate contracts with organizations like Aviva, Sony and AIG. But firstly, let me share a few of my top marketing tips to remember when you are preparing your corporate client business proposal.Consider this your business proposal sample guideline:1. Your sales business proposal needs to be a selling documentMake sure you're not relying on a skimpy one page document with a price and overview as a sales proposal, you should be offering much more than that. The proposal needs to be a selling document that takes someone through the whole process and establishes you as the logical choice to assist them with a particular problem or issue.2. Build Relationships Within The Corporate Organization BEFORE submitting your proposalTake EVERY opportunity to build relationships with people within the corporate organization before submitting your business proposal. I suggest you make a visit to the organization to... observe people at work, meet people informally or conduct interviews. That's your opportunity to start winning friends. You'll also get a feel for the internal politics of the organization.Another benefit of this contact is that it is going to give you an idea of concerns and issues within the organization and you will have the opportunity to address within the proposal. That's a good way to avoid delays and stalls while your business proposal makes its rounds.3. Anticipate the type of questions your corporate client will ask AND address the questions in your proposalAfter you've done your organizational research it's time to put yourself in your client's shoes. Make a list of questions your prospect is likely to ask you. Then, as you prepare your proposal - business to business, include an answer to all the questions and objections that may come up. Be sure to make a good offense in your proposal - it will certainly avoid you having the difficult task of defending your business proposal as it's making its way through the corporate hierarchy.4. Avoid complacency - You Want Your Business Proposal To Reach The Decision MakersEven if you have a wonderful contact within a corporate organization and they seem ready to hire you, there's more than one person in the larger companies that make the decision. Make sure your proposal doesn't rest on the laurels of your cozy contact relationship. Use your proposal to sell yourself to every single person within the organization.5. Don't promote big changeNow I know that sounds odd, but what frightens clients is the very product that you are offering, and that's change. Who wouldn't want the change your service is offering, improved customer relations or increased sales?I've done a lot of research in the psychological outlook of managers at both the senior and middle level, and one thing that really stands out is how fearful they are of change. So how do you get past this Catch 22? Avoid using words that signal a big change on the horizon, words such as transformation or dramatic results. Use more moderate terminology to show how your product will fit seamlessly within their organization.How To Access Business Proposal Samples, Templates and Examples - That Work In Real Life!So now I've covered a few basics, I really recommend that you look at some real life business proposal samples. I've gone through my files and collated all my winning sales proposals to give you real life example business proposals that can be modified to suit your own business. They are all included in my Attracting Corporate Clients system. In addition to the business proposal examples, you'll access to templates and loads of other important tips to help you win more business to business! I've put together not only specific tips, such as ways to bind your business proposal to improve your response rate, you'll discover the best methods to submit your business proposal to your prospective corporate client.Take a look and you'll see exactly what it takes to write a winning business proposal that makes selling b2b easy! [EXTRACT] Many of my clients want small business marketing how to prepare a winning business proposal - particularly a BIG business proposition - you will win a contract with corporate clients my philosophy of being a magnet to attract customers is customers - so you call. So you do not have to do all the time chasing customers. My philosophy is to eliminate cold-calling scripts and the client pick up the phone and say "to associate with me" ... However, there are times when you need to submit a proposal. Especially when you're dealing with companies Clients.You can access many of my samples and effective proposals successful proposal example. Are the proposals that have worked well for me to get corporate contracts with organizations such as Aviva, Sony and AIG. But first, let me share some of my best marketing tips to remember when you are preparing your proposed corporate customer business. Consider this your business proposal sample reference: 1. Its sales business proposal needs to be a sale documentMake you are not relying on a one-page document with a low price and an overview, as a proposed sale, which should offer much more than that. The proposal has to be a sales document that leads to someone through the process and establishes that the logical choice to help with a particular problem or issue.2. Build relationships within the corporate organization proposalTake Before submitting every opportunity to build relationships with people within the organization of the company before submitting your business proposal. I suggest you make a visit to the organization ... observe people at work, meet people informally or interviews. This is your opportunity to start making friends. You can also get an idea of the internal politics of the organization. Another advantage of this contact is going to give you an idea of the concerns and problems within the organization and have the opportunity to discuss the proposal. That's a good way to avoid delays and stops, while his business proposal makes your rounds.3. Anticipate the kinds of questions that their corporate clients ask and answer the questions in your proposalAfter you have done your research of the organization is the time to step into the shoes of your customer. Make a list of questions that your prospect is likely to be asked. Then, in preparing its proposal - business to business, including a response to all questions and objections that may arise. Be sure to make a good offense in its proposal - which undoubtedly will prevent you having the difficult task of defending their business proposition that is making its way through the company hierarchy.4. Avoid complacency - You want your business proposal to reach the decision MakersEven if you have a wonderful contact in a corporate organization and seem willing to hire, more than one person in large companies who make the decision. Make sure your proposal does not rest on the laurels of his pleasant contact ratio. Use your proposal to sell yourself to every person within the organization.5. Do not promote large changeNow know it sounds strange, but what scares customers is the very product you are offering, and that is change. Who does not want to change their service offering, improve customer relationships or increased sales? I've done a lot of research on the psychological perspective of managers in both the upper and middle level, and one thing that really stands out is how they afraid of change. So how to overcome this Catch 22? Avoid using words that indicate a major change on the horizon, ie processing or dramatic results. A more moderate terms to show how your product fits seamlessly into your organization.How To access sample business proposal templates and examples - that work in real life So far we have covered some basics, you I recommend you look at some examples of real life business proposal. I've gone through my files and collated all my successful sales proposals to give real life example business proposals that can be modified to suit your own business. All are included in my system for capturing corporate clients. In addition to the business models of the proposal, will have access to templates and lots of other important tips to help you win more business to business! I met not only specific advice such as how to link to your business proposal to improve response rate, you will discover the best ways to present your business proposal to potential corporate clients. Take a look and see exactly what it takes to write a winning business proposition that makes selling b2b easy!
0 ความคิดเห็น:
แสดงความคิดเห็น