Tools & Techniques

5- step proposal process- now add a prologue to grab their attention

February 13, 2012
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In the last post we talked about the simple 5 step structure we follow to write engaging, persuasive proposals for our clients.  For the important concept stuff look here too.  In this piece we’ll talk about ‘gilding the lily’.  Adding a high impact start and end to the piece that will grab the attention of [...]

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5-step business proposals- steps 1-5

February 13, 2012
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In an earlier post we talked about the importance of client focused, value driven written proposals- Well here’s our method- Remember that you’re having a conversation with the client in writing.  And the story structure you’ll follow is like this- Step 1- “We understand your requirements inside out” The first thing you absolutely must show [...]

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Making the most of conferences

October 20, 2009
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Conferences are hard work and can be sometimes a little soul destroying. Get the delegate list, identify your targets, book meetings, prepare for 2 days of squalid drudgery that comes to nought when you walk into the conference centre and decide that anything would be better than this and book into the spa for 2 [...]

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Speaking at a conference

October 17, 2009
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As a professional, perhaps with a valuable technical expertise, the chances are that you are going to use conferences as a marketing tool to convey to the market that you are innovative, approachable and available for hire. If you are going to a conference then, get a speaking slot. You won’t get one if you [...]

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The Trust Ladder

October 11, 2009

(Updated 17 October 2009) Selling anything requires trust, you need to trust the brand, the salesman or (preferably) both. Why do you buy stuff? This is a digression from the focus of selling professional service but bear with me, when did you last buy a car? Who did you trust, the brand or the car [...]

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Concrete is always good- or how to avoid boring your friends and clients when talking about what you do

October 9, 2009

When you’re trying to explain what you do to other people whether in conversation, through the written word or as part of a proposal, remember that ‘concrete is always good’. I’m not talking about the noxious mix of cement, sand and lime used in building, obviously, but it’s a useful metaphor as it’s an almost [...]

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