Create proposals that actually get read

News Alert: Your buyers don’t read the entire proposal you submit to them.

You: WHAT??

Yup…they merely skim to get what they need.

You again: "Well then, why am I spending so much time crafting my proposals….??"

Good question; let’s talk about that…

Close your eyes and pretend you’re a buyer who just received a proposal you crafted.

How does it look? What’s good about it? What needs work?

Buyers want all the goods right up front. Succinctly and clearly.

They only care about the WIFM…the What’s In It For Me?

Grab a proposal you’re working on and run it through this litmus test:

1. Is the value stated early, strongly, and clearly?

2. Is the flow easy for the customer to follow? (Use a "Summary Value" page and a TOC so you can stuff details in the back of the deck.)

3. How’s your form? Does your proposal transmit a clean aesthetic?

4. Have you eliminated superfluous language, i.e., run-ons, marketing cliches, and sales language?

The better you are at packaging your proposal and communicating your WIFM, the better chance you have of the buyer reading it.

Industrial designer Morna does an incredible job of showcasing form and function in this five-minute clip.

Morna’s passion for her subject and mellifluous presentation style make her videos feel meditative, and she’s also a great teacher.

She will inspire you to craft compelling proposals that your customers will want to engage with.