Click Logo To Page

Creating Customer Value In Your Proposals

Read any book on sales or proposal writing. Go on a sales training course. One of the first topics that will be covered is features, advantages and benefits. Ultimately, any proposal whether verbal or written down has to persuade someone to take an action and this is done by demonstrating the benefits of taking that course of action.

In a smaller sale, especially with products it is often easy to list benefits, but with larger proposals you will have to search harder to understand the client’s business problem and explain the benefits of your solution – that is, how effectively and efficiently 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 need to be explicit in highlighting the benefits to the client.

Often when a contract has been lost, the client will tell you that you were too expensive – but no-one ever gets told that they won because they were the cheapest. It is the best solution that usually wins, the one that offers the best benefits. This may be the most expensive solution, but it still may offer the best value.

So how do you create customer value? Firstly you need to take time to understand the customer’s needs. When you receive an Invitation to Tender, get back to the client immediately with questions. Call them. Ask for a meeting. You may have been involved with the client pre-tender and have an understanding of their business.

You must be able to demonstrate an understanding of their business need in order to demonstrate that your solution will deliver the required benefits.

When writing your proposal, use content tailored towards the client and their business problem. We all copy re-usable text, or boilerplate in proposals – but customise it to the client. Include their name, especially in the executive summary. Let them know that 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 evidence. When have you delivered a similar service or solution in the past? How did that client benefit? Demonstrate your ability to deliver on your promise.

Make sure 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 client you understand how to save their business money.




Summary
Creating Customer Value In Your Proposals
Read any book on sales or proposal writing. Go on a sales training course. One of the first topics that will be covered is features, advantages and benefits. Ultimately, any proposal whether verbal or written down has to persuade someone to take an action and this is done by demonstrating the benefits of taking that course of action. In a smaller sale, especially with products it is often easy to list benefits, but with larger proposals you will have to search harder to un...

Keywords:


Word Count:420

[#1460 of 2596] -end


NEW Articles of the day for
Cash-In Journal Magazine

Starting Your Own Part-Time Home-Based Business
Copyright 2005 Stefanus Wahyudi It has been said many times before but it bears repeating – You will never get rich working for someone else. Working for a steady paycheck is fine for some people, but true financial freedom can only be achieved by...
...Read More

Ways to cut down your home business expenses
As home business owners we are often looking for ways to cut down our operating costs and business expenses. Here are a few to consider: 1) Freebies- Those of you who know me a little would know that I'm a "Free-ak". There are a lot of free, high...
...Read More

 

Visit Our Advertisers -
They help keep this service FREE!

NEW Ads every day in
Cash-In Journal Magazine

FREE FULLER BRUSH-STANLEY CO.
Dealership, Website & Hosting.

Earn Money Working From Home.
1-410-674-0030
Join:www.FullerBrushgetstarted.com
Shop at: www.FullerDirect.com
ENTER Log in #1417663



THE MAILBOX MAGIC !

Receive AD with YOU in #1.
Every person who joins from YOUR AD will get their own AD with YOUR name in #2 & #4.
You never Drop-Out.
Start by Mailing $10 to Each Member.
1. Gertha Joseph, 150 NE 173 St.
N. Miami Beach, FL 33162
2. Gerard Jeanty, 12035 NE 2nd.
Ave.#315, N.Miami, FL 33161
3. Akiko Frazier, 98-838B Kaonohi
St. Alea, HI 96701
4.Gerard Jeanty, 12035 NE 2nd.
Ave.#315, N.Miami, FL 33161

The Mailbox Magic!
Receive Ad with YOU in #1.

Start by Mailing $10 to Each Member.
You will be in #2 & #4 in your recruit's Ads.
1. Daniel J. Bolton,10235 NE 2nd. Ave. #315
N.Miami, FL 33161
2. Cergine Cator, 1327 NE 125th. ST.
N. Miami, FL 33161
3. Akiko Frazier, 98-838B Kaonohi St.
Alea, HI 96701
4. Cergine Cator, 1327 NE 125th.
N.Miami, FL 33164

HOW TO GET
1 MILLION PEOPLE TO
SEND YOU $10 CASH
In Six Months or Less!

A TOTALLY NEW-INGENIOUS-
FULLY AUTOMATED-ENDLESS
CASH-SYSTEM
SEND $10 CASH to:
GLENNCO
PO Box 878
Brockton,MA 02303
And $10 Cash to Dealer:
CERGINE CATOR
1327 NE 125th. STREET
N. MIAMI, FL 33131

GAS & CASH EXPLOSION!
Never Pay cash for Gas Again!

Get a $25 Pre-Paid Gas Card
Just for Joining!
Receive Unlimited
$25 Gas Cards + $15 Cash!
For your masetr copies, your first $25 Gas Card and to begin receiving Unlimited Gas Cards & Cash Earnings,
Send This AD + One-time payment of $75 to the Monitor:
DAVID BOWKER
1002 -9th. Ave.
New Brighton, PA 15066
Referred By: Gerard Jeanty, ID #1180
Select 2 choices of Gas Cards:
Exxon BP Gulf Sunoco Shell Marathon CitGo

GET PAID "$500" OVER AND OVER
AGAIN FOR "DOING NOTHING"

Free Details! Return this ad with a Self Addressed Stamped Envelope to:
SAM's CODE# 521
2112 Hollywood Dr. #2A2
Jackson, TN 38305

Full Page Ads

1000-r-logan.pdf
100000-r-logan.pdf
AlbertSandersJr.pdf
CalvinChamberlain-PnM-Super.pdf
DAEassociates.pdf
Donald-Brown.pdf
GIFTINGS.pdf
GerardJeanty.pdf
How-to-get-1-million-people-to-send-you-$10-cash-Rosemary-Logan.pdf
JCPatton2.pdf
JPomaski.pdf
LiamOShea-1.pdf
LiamOShea-2.pdf
LiamOShea-3.pdf
LiamOShea-4.pdf
LiamOShea-5.pdf
LiamOShea-6.pdf
MikeWasnich.pdf
Morris-Muehlstein.pdf
NoraLee-1.pdf
NoraLee-2.pdf
RevWPowell.pdf
RosemaryLoganHomeIncome-Mag.pdf
RosemaryLoganOpp-Mag.pdf
RusselBouyea.pdf
Walker2.pdf
charles-walker.pdf
cheever.pdf
family-wealth.pdf
forrest-curd.pdf
hbosi-2page.pdf
jshort-1.pdf
jshort.pdf
k-simms.pdf
leroy-taggart.pdf
page1.pdf
page10.pdf
page11.pdf
page12.pdf
page13.pdf
page14.pdf
page15.pdf
page16.pdf
page17.pdf
page18.pdf
page19.pdf
page2.pdf
page20.pdf
page21.pdf
page22.pdf
page23.pdf
page24.pdf
page25.pdf
page26.pdf
page27.pdf
page28.pdf
page29.pdf
page3.pdf
page30.pdf
page31.pdf
page32.pdf
page33.pdf
page34.pdf
page35.pdf
page4.pdf
page5.pdf
page6.pdf
page7.pdf
page8.pdf
page9.pdf
r-cutts.pdf
r-logan.pdf
w-mcgough.pdf

Cash-In Journal Magazine

Cash-In Journal Magazine - COPYRIGHT - ALL RIGHTS RESERVED