Creating Powerful Proposals - Groupmind, Inc.
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Learn how to create powerful proposals that win more business, and make more money for you in the process!
Creating Powerful Proposals - Groupmind, Inc.
- 1. creative thinking, reimagined Creating Powerful Proposals John A. Sexton, Ph.D. Founder and Creative Director Groupmind, Inc.
- 2. The Connected Business Free Workshop Series THURSDAY May 2nd Building a Culture of Innovation 6:30pm THURSDAY June 6th Business Speed Dating 6:30pm 3 MORE DATES JUST ADDED THURSDAY THURSDAY THURSDAY July 11th August 8th Sept. 12th 6:30pm 6:30pm 6:30pm
- 4. What do you do? Why did you start doing it?
- 5. Need Money Must write Proposal :( Stuck with same kinds of jobs, or the same rates Write proposal... or maybe rush through it. Dont win the jobs we really want http://www.鍖ickr.com/photos/migulski/2273289856/sizes/o/in/photostream/
- 7. Bad proposals... * lose jobs * leave money on the table * keep you stuck. http://i.huffpost.com/gadgets/slideshows/261745/slide_261745_1729771_free.jpg?1352278486043
- 9. The skills you develop by doing the work you love... ...are not the same skills that help you get better jobs in the future.
- 11. Unscienti鍖c Graph Skills / Product Quality Income Ability to Communicate Value
- 12. Unscienti鍖c Graph Ability to Communicate Value Income Skills / Product Quality
- 14. Joshua Bell Story * One of worlds best Violinists in DC Subway * Handcrafted 1713 Stradivarius Violin worth $3.5 M * Played 6 pieces in 45 minutes * Previous night, sold out audiences of $100+ tickets * Over 1000 people walked by * ~ 20 people gave a total of about $32 * No applause, no recognition * Similar experiment occurred in 1930s, similar results
- 15. Joshua Bell Experiment Skills / Product Quality Value Communicated Income
- 16. Apple Income Value Communicated Product Quality
- 17. Snuggie Income Value Communicated 25+ Million sold (Fabricated?) $500,000,000+ Product Quality
- 18. http://www.鍖ickr.com/photos/oscar805/8590961651/ What is the purpose of a proposal?
- 19. Purpose of a proposal: communicate the value of your product or service in solving a problem important to your client
- 20. Estimates vs. Proposals Estimates Proposals What, How Much What, How Much, Why Focused on Price Focused on Value Persuades & Treats work as commodity Builds relationship
- 21. Effective Proposals You Client More wins Feels understood Higher pay Gets good value Better clients Appropriate solution Less wasted time Trust you can execute You are uniquely well-suited to help the client achieve their goals.
- 22. Simon Sinek http://www.startwithwhy.com/About.aspx?n=1
- 24. People dont buy what you do, they buy why you do it. People want to work with people that believe what they believe.
- 25. Demonstrate that they can trust you Show the client you understand their needs Be honest, be yourself
- 26. Web Designer Distrust Indifference Approve Like Love Inspired by: http://chasingthestorm.com/brand-relationship-onion-people-and-brand-relationships/
- 27. Clients want to trust you! Unfortunately, many of them have broken hearts.
- 28. And other bad people are out there... just waiting to do it again.
- 29. Its All About Them
- 30. Clients only care about you to the extent that you can help them achieve their goals. Embrace that.
- 31. Listen
- 32. Demonstrate Understanding & Communicate Value
- 33. Share your best ideas
- 34. OK. Enough with understanding stuff. Give us TRICKS!
- 35. Uncover Root Causes & Determine VALUE Dig deep to 鍖nd the reasons behind the requests. Whats the Real Problem? Whats the VALUE of solving it? How are you uniquely quali鍖ed to solve it?
- 36. Situation Appraisal: Current vs. Ideal Situations Get them to imagine the gap and show how you can close it. Problem Statement You Goals & Objectives
- 37. Get Personal Make a personal connection in your cover letter. Hi Katie, Dear sir or It was great madam speaking with you Tuesday...
- 38. Provide Data, But Not Too Much Just enough to satisfy the rational brain that seeks to justify our decisions with facts. 100 75 50 25 0 2009 2010 2011 2012
- 39. Give Options Change the conversation from yes or no to which one? $15,000 $10,000 $7,500 Reach Best Value Budget
- 40. Loss Aversion Reduce the price by taking things away. $15,000 $10,000 $7,500 Winners - Social Media - Website Package! - Branding - Self Respect
- 41. Goal-Gradient Effect Showing progress that has already been made motivates people to continue. Fill out Review Review Project Find us! questionnaire Proposal Prototypes Complete! YOU ARE DONE! DONE! HERE
- 42. Make Accepting Easy Explicitly spell out next steps & make it possible to accept the proposal immediately. 1 2 3 Accept Proposal
- 43. More Proposal Writing Tips
- 44. RIGHT PERSON Make sure you build a relationship with someone who can say YES.
- 45. FAST 2 Business days or less.
- 46. MEANINGFUL TITLE Building a Modern Web Presence for NextDoor Chicago not Web Design Proposal
- 47. BRANDED TEMPLATE for layout and generic sections ...but your proposed solutions need to be unique for each client.
- 48. SIMPLE LANGUAGE No Jargon. Write for your audience.
- 49. SHORT 5 Pages or less is ideal.
- 50. SKIMMABLE Use headings, subheadings, bullet lists & callout boxes, to break up long passages of text.
- 51. VALUE & OUTCOMES ...NOT DELIVERABLES. Increased exposure to & in鍖uence with your target audience... not Mock-up with 3 Revisions
- 52. STICK TO YOUR PRICES If you need to go lower, take away some of the VALUE. Avoid dropping a deliverable or reducing revisions for a discount of X.
- 53. FOCUS Show that you are uniquely suited to understand & solve the clients problem. Cut anything that doesnt directly support that.
- 54. Proffread
- 55. Proofreed
- 56. Proofread
- 58. Thank you!
- 59. The Connected Business Free Workshop Series THURSDAY May 2nd Building a Culture of Innovation 6:30pm THURSDAY June 6th Business Speed Dating 6:30pm 3 MORE DATES JUST ADDED THURSDAY THURSDAY THURSDAY July 11th August 8th Sept. 12th 6:30pm 6:30pm 6:30pm