Many companies and their decision-makers require written proposals, and if you are like many sales people, you probably shudder at the thought of this request. However, writing a good proposal doesn’t have to be painful providing you keep a few points in mind.
First, recognize that closing the sale in a business proposal is a process, not an event. It doesn’t occur just because you have asked for a commitment or because you have presented all the features and benefits of your product or service. When a customer or prospects agrees to do business with you after reviewing your proposal, it means that you have addressed their key issues and demonstrated exactly how your solution will benefit their company. This requires a bit of strategic planning.
Unfortunately, too many sales people spend too much time talking about their company, product or service at the beginning of the proposal. The drawback with this approach is that decision-makers are extremely busy which means they don’t want to waste their time reading something that has little or no relevance to their situation. Salespeople will argue that this information is critical and that they need to present it in order to show how their solution is appropriate to the customer’s situation. While this is true, it is essential to direct your initial focus on the customer and demonstrate that you have a good understanding of your prospect’s issues and concerns.
Great proposals often start with an executive summary which highlights the prospect’s current situation or problem and how this issue is affecting the company. This means you need to ask your prospect key questions during your conversations. In the hundreds of sales training workshops I have conducted over the years, I have discovered that the vast majority of sales people fail to ask their prospects sufficient insightful, thought-provoking questions. As a result, they fail to understand the negative impact of a particular problem on the company’s business. However, stating the impact of the problem in your proposal can reinforce to the decision-maker, the importance of implementing a solution.
Closing the sale in a proposal means positioning your solution and demonstrating exactly how your prospect will benefit by using your product or service. Far too many sales people forget this critical element. They discuss many of the features and benefits of their solution but they fail to outline the impact of their solution on the prospect’s business. The challenge is that the majority of sales people do not discuss this with their prospect. Therefore, they cannot address it in their proposal.
Reduce the prospect’s risk. Many people would rather tolerate working with a vendor who is not performing well rather than make a change because of their fear of the unknown or the pain that is often associated with making a significant change. I once retained the services of a particular individual even though I was not completely satisfied with his work simply because I dreaded the hassle of finding a new vendor. If this is a potential concern of your prospects, then offer some type of reassurance or guarantee to reduce or eliminate this fear.
Closing the sale in a proposal also requires some form of action or commitment. Ending your proposal with a feeble statement such as, “If you have any questions please let us know” is not effective. It is essential that you clearly outline the next step(s) you expect from your prospect along with a time frame.
Lastly, keep your proposal as brief as possible. Unless your solution is extremely complex, you need to keep it short, clear and concise because executives simply don’t have time to read a fifty page document. Besides, short proposals are usually much easier to read and understand. I recall the very first proposal I was required to present. Because I didn’t know any better, I only included information that I felt was relevant to my prospect and was able to outline a thirty thousand dollar project in just three pages. After we reached an agreement I asked what influenced their decision and was told, “Your proposal was easy to understand.”
The bottom line? If you have asked your prospect enough of the right questions and positioned your solution in a manner that demonstrates exactly how your solution is the best one for your prospect, and removed the risk, you increase your ability to close the sale.
Kelley Robertson, author of The Secrets of Power Selling helps sales professionals and businesses discover new techniques to improve their sales and profits. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at www.kelleyrobertson.com. Kelley conducts workshops and speaks regularly at sales meetings and conferences. For information on his programs contact him at 905-633-7750 or Kelley@RobertsonTrainingGroup.com .
Old Movies, Tapes, Music can be brought back to life
By Chris Bush The News Bulletin Apr 21 2007
History repeats itself, especially when it comes to advancing technology.
Forty years ago people converted old 78 RPM records to reel-to-reel tape.
Twenty years ago they swapped 16-mm and 8-mm home movie film onto videotape and LP records onto cassettes. As compacts discs gained popularity,
Consumers are again faced with converting old formats onto new ones like DVD, hard drives and flash memory storage formats that take up less space and offer more features and capability.
Allen and Lori Felker preserve old memories professionally with their new company Dreamations Video Productions, which they operate from their home on Somerset Drive in Nanaimo.
“We do pictures, slide scanning – a little bit of everything – and put it to video,” said Allen.
“Anyone can put their pictures in a flatbed scanner and throw them on a slide show. We do more than that. We actually can animate the photo itself, which adds to the actual viewing out of it.”
Felker was a former mobile music D.J. His grandfather was an Alberta farmer and musician. The family had photo albums filled with memories and lots of reel to reel audio tapes with his grandfather’s recordings of the five-piece band he played in – often with famous performers like country music singer Wilf Carter – and reels of home movies.
In 2002, his grandmother handed him the box filled with this memorabilia and told him to do something with it.
“I worked with some pretty basic software and produced my first video CD,” he said.
“It turned out rather well. We drove to Alberta and surprised everyone over the Christmas holidays with this video CD…We played it and my grandfather passed away three months after that. I was really happy to have produced it and got it done in time for him to see it.”
The Felker’s studio and equipment has expanded along with their business and he is now gearing up to do frame by frame film to digital conversions.
“The plan is by the end of October to be in possession of the equipment to do it,” he said.
“It needs a dedicated room because it’s going to run a lot longer and you can’t walk away from that old film. It breaks. It tears and it’s going to get eaten in the machine. It’s time consuming and it needs someone to sit there and watch it go through.”
Lori, who is an artist, handles most of the slide scanning and photo retouching.
Those interested can learn more about Dreamations at the company’s website, www.dreamations.ca, which features filming tips, an educational section discussing various video formats and list of services offered.
The sample below is a choice to have pictures as a straight slide show or to add music and transitions and to turn your boring slideshow into a real video. These videos are compressed for the internet and the original looks considerably better on DVD
Micro Precision Parts Manufacuring is a High Tech company that mico machines parts. They started in December of 2004 and have enjoyed remarkable success and growth since then.The following article best illustrates why Micro Precision Parts Manufacturing deserves our recognition:
MANUFACTURER HELPING TO MAKE MEDICAL HISTORY A small Qualicum Beach business is playing a key role in a major medical advancement that could revolutionize surgical practices.
Micro Precision Parts Manufacturing Ltd., already a leader in the ceramic machining industry after just three years of operation, has been prototyping pieces for a medical sector client developing implants that could advance surgical methods by an estimated 30 years.
The parts are so intricate, explains Micro Precision owner Steve Cotton, that specialized custom cutters are required – most of them with a diameter of less than a millimeter.
“Ceramics are the newest cutting edge material, and the ceramics we are using have some
incredible properties,” he says.
“Some of the prototypes we have made took about a month to produce to the standard required. We had our heart in our mouths sometimes on the final finishing stages as one mistake can ruin all that work.”
The work – few specific details can be divulged, due to pending patents and other business issues – is only possible because Micro Precision uses high specialized grinding equipment that just a handful of companies world-wide have.
Among those firms: NASA.
Technology that can be used to launch astronauts into space doesn’t come cheaply, not even when it’s used for other purposes. The two Hass computer numeric controlled (CNC) mills, and a small CNC mill and lathe, required a large investment by Cotton.
The precise nature of the work – tolerances are measured in microns (one millionth of a metre) – called for a sophisticated CAD/CAM program. He compared five systems before deciding on Mastercam software from Canadian distributor In-House Solutions Inc.
“This work could not have been done without it,” he says.
“The initial investment is well worth it if you are serious about what you are doing. You have to spend the dollars and get the best available. It’s given us a competitive advantage.”
Learning the intricate nuances of the program was made easier by relying on In -House
Solutions. Its Surrey-based sales and tech centre proved to be invaluable.
“Their team really made for a smooth transition into implementing Mastercam,” Cotton recalls.
“That was key for us.”
The payoff for this investment has been in landing contracts such as the medical implant
prototypes.
Micro Precision was chosen for the job after a thorough competition among bidders that included having to use the hardest machinable ceramic to date, two points under the hardness of diamond. Once they were awarded the project, Cotton and oldest son Matthew spent six months on the production of small, complex 3D parts that had to be made to very precise tolerances.
“It was a bit daunting at first,” says Cotton, “but it has been an amazing experience, and an invaluable learning opportunity.”
It also gave him the chance to work with some of Canada’s top inventors, including James
Klassen, of Vancouver-based Concept Solutions Inc. He designed the parts, worked with Cotton to help develop the cutting procedure for the very hard ceramic.
“I thought we had reached our working limit, but the ceramic machining brought a whole new level to our businesses abilities.”
Those abilities now include producing parts for robotic cameras, and manufacturing obsolete parts while also prototyping new ones for all types of industries.
Cotton says, though, that Micro Precision will never forget its roots – or his.
In his younger days he completed the famous Watchmakers of Switzerland Training and
Education Program, and was trained and tested extensively by Rolex in Geneva, to ensure he could meet flawless corporate quality standards.
He ran his own shop in his native New Zealand before bringing his family to Canada, where the watch business eagerly greeted him.
In 2004 he started Micro Precision (then known as Micro Machining), combining the ancient craft of watchmaking with advanced CNC technology. He specialized in making parts for watches and clocks. And though he’s since manufactured hundreds of other items, he still finds watchmaking
satisfying.
“It’s really relaxing after working with the micron measurements, and thousands of tool-paths needed to produce some of the small parts.”
Adding to the enjoyment is the fact that the firm has become truly family-owned and operated.
Cotton and wife Tina run the firm, along with son Matthew. They expect to be joined next year by another of their sons, Tim, who recently started his training.
Keeping it in the family is the long-term goal – no matter whether it is to help medical science or to fix someone’s antique clock.
The following video demonstrates the micromaching process:
For more information contact Steve Cotton at Micro Precision Parts Manufacturing Ltd. at
Millions of blogs fight for readership online (over 75 million by some counts), with thousands more being created every day. Making yours stand above the rest may seem like a daunting task, but here are ten suggestions for making your blog posts stand out from the crowd.
1. Write each post title so it grabs the reader’s attention. It is the first thing someone reads, and it should get your reader’s attention right away. Your title should both pique the reader’s interest and be informative. Do not write “Business Writing Advice”; instead, say “The Best-Kept Secret to Reducing Your Business Writing Worries.” Longer titles have the advantage of describing in detail what your post is about; 8-12 words are a good range.
2. Keep sentences short and clear. A little goes a long way. Readers are busy people and they will not spend hours detangling complex syntax or sifting through blocks of text. Also, use strong language. Start a new paragraph every few sentences, and limit each post to 250 words, if possible. If you cannot write it in under 250 words, split it into two entries.
3. Break up the text. Use numbered lists, bullet points, and subheadings to make your posts easy to scan. Lots of white space on the page is a good thing-it allows your reader to take mental breaks and let the knowledge soak in. In addition, with the inevitable clutter of banner ads and side text, this technique puts some distance between your writing and all those distractions.
4. Keep current. No one wants to read old news. Your job is to stay up-to-date so your readers do not have to themselves. Read newspapers. Scour the web for references. For example, if you write a blog about business communication, subscribe to Google News Alerts using keywords related to the field, such as blogs, podcasting, instant messaging, business letters, memos, and business reports, so you will always be well informed. Posting items from last month or last year will lose your reader’s interest faster than you can say “Enron.”
5. Be bold. Timidity is an easy path to anonymity. Do not be afraid to create and state your opinions. Of course, there are some situations in which objectivity rules-but you have to give people a reason to read this blog by you and not by the person next door.
6. Be accurate. If you make a statement, be prepared to back it up. Know what your sources are and quote them accurately. Misinformation spreads like wildfire online; do not be the spark that sets it off or the wind that fans it.
7. Contribute to the conversation. Links are great-but then what? Do not just post links to the same tired sites, offer your reader something new. Contribute to the conversation. Your goal is to be the site to which everyone else is linking-so you had better have something worth writing about.
8. Stay focused. Once you have defined the theme of your blog, stick to it. A blog about piggy banks has no business posting about the latest innovation in alternative energy. Such a deviance will only confuse your reader and chip away at your virtual authority.
9. Use key words liberally. Keywords are, well, key. Harness your blog’s search engine potential by dousing your title and post with effective keywords that will help interested parties find your page in the vast, muddled blogosphere. This is one of the most important elements of getting your blog read-go at it with gusto.
10. Be consistent. Keep a schedule and stick to it. Post frequently-at least several times per week if you want to increase your potential of attracting new readers. Let your blog languish for weeks without updates and your audience will move on to fresher ground.
Maintaining an informative blog that people want to read takes hard work and good writing skills. Find what makes your writing unique-and flaunt it for all it is worth.
About The Author:
Courtland L. Bovee, one of America’s leading instructors in clear and effective communication, co-authors several leading college-level texts with John V. Thill, a prominent communications consultant and current Chairman and Chief Executive Officer of Global Communication Strategies. Their website, Business Communication Headline News, the #1 business communication site on the web, is at http://www.businesscommunicationheadlinenews.com
We’ve all heard of the 5 W’s – Who, What, Where, When, Why. These are often used as guidelines when writing clearly, especially in areas such as articles, journalism, press releases and writing to inform.So how do these apply to making your web site successful?
Let’s take a look:
Who: Your web site should be designed and the content written with “who” in mind. Who is your target market? Who do you want to come to your web site? When they get to your web site, whom are they meeting?
What: Once you know “who”, you need to determine “what.” What does your target market want? What do they need? What problems can you solve for them? What products or services can you offer them? Where: This applies to a number of things to watch when you are marketing on the Internet including: Where are your customers? Does your business have a geographic focus? If so, is the name of your city or town prominent on your web site so visitors know where your products and services are provided? Where do members of your target market get together? Do they join discussion groups such as The Ryze Network? Where do they go on the Internet? Will they find you there when they get there?
When: When your target market is at your web site, what kind of experience will they have? When they are at your site, when will they buy? Is there something about your site and what you offer to make them buy now instead of later?
Why: Why should anyone buy from you if you are the same as your competitors?
If your web site is just like everyone else’s, why should you expect to be noticed? Does your web site make it clear to your visitors as to why your product or service is different and more beneficial than your competitors?
By looking after the 5 W’s, your web site will have clearer goals and a greater chance of success.
Garland Coulson, “The E-Business Tutor” is an acclaimed speaker, author and consultant in the fields of e-commerce, and e-business marketing. For more information, visit The E-Business Tutor web site at www.ebusinesstutor.com.
The most important online marketing strategies that can help you be successful with optimizing your business on the web include building a plan, blogging, an email list, press releases, and much more. Be sure to have these items on your checklist and you will have an excellent and productive website for your business.
The first and most important strategy for optimizing your search engine for your website is to create a plan for your site and your business. You should determine all of the most important things. What are your goals for accomplishments with your site and who is your audience going to be? That is, what types of people do you believe will be interested in your products and what people do you believe you need to target that will continue to come back for more. You need to make a decision how you are going to make your website better than others, how it will stand out from the rest and grab the attention. All of these answers to these questions should be the base of your web plan to optimizing your website and they should be at the top of your checklist.
The next thing that you need to do for optimization of your website is to create a marketing plan that will work and get the word out about your business and your site. This includes writing press releases and getting them out to every contact that you have in the media. You should also post the press releases online to every place that will allow you to. In addition to writing press releases for your website, you should write extensive articles about your website, your company, your products, and more. These articles should contain important keywords that will take people back to your site. You should also include your website and company information in all of the articles including contact information if people have questions.
Creating a blog should also be on your checklist for total optimization. This is the one way you can have the keywords that you need for your site to be pulled up in search engines and remain at the top. You should start relevant conversations, add posts, and useful data to your blog and keep people coming back for more. If you are talking about a subject that is important to people they will discuss issues with you, in return, adding more keywords to your site. You should also get on other blogs across the Internet and talk about your website and your products in other blogs. This is good advertising for you also.
You should build a mailing list for optimizing your site. This can be done by determining who your audience is. Your email list may be created over time as people enter in their information and if they request to be on the list. It is important to respond to requests through email and to let the people that do come back know that you care about them as a customer. The best thing about email is that it is free and extremely helpful for your business.
Another way you can optimize your site is by offering incentives to people who visit your site. You can offer free stuff, discounts, and more. People often search the web just for free items and by doing this you are generating more traffic to your website.
There are many points you should add to your checklist when you are concerned about optimizing your website on the Internet for your business.
About The Author
Derek Rogers is a freelance writer who represents a number of UK businesses. For Reports, he recommends Impact Media Ltd, one of the UK’s leading specialists of Search Engine Optimization Reports: http://www.impactmedialtd.co.uk
Micro Precision Parts Manufacuring is a High Tech company that mico machines parts. They started in December of 2004 and have enjoyed remarkable success and growth since then.The following article best illustrates why Micro Precision Parts Manufacturing deserves our recognition: