If you want to obtain new business for your agency, you must develop a logical and solid commercial proposal that combines data and emotions, that resists the opposition of the prospect and that leaves this person speechless.
Winning debates and negotiations depends on those same elements.
We’ve put together a list of five discussion techniques tips you can apply to create a great business proposition. Check them out below to make your next business proposition a success.
When your team develops a business proposal, try to establish a resolution that directly reflects the priorities and objectives of your potential client. If you are not very clear where to start, interview your prospect to better understand what he is looking for in an agency and personalize your resolution statement based on the needs of your company.
One of the most serious mistakes that both agencies and freelancers make when making business proposals to their prospects is trying to demonstrate too many aspects without the proper rationale. Using a resolution statement can help you focus on the> hard argument , p. For example, “our agency can get more sales opportunities for your company” or “our agency can broaden your reach on social media”.
If you channel all your energy into demonstrating a forceful statement instead of using a series of statements with no connection between them, your prospect will more easily see the substantial value of your proposal.
The best participants in the debates know that a solid argument has three main components: affirmation, information and guarantee.
The statement is the central idea you are trying to defend. In general, it is presented as a specific statement on which your main resolution is directly based; p. For example, “optimizing the conversion of your website will generate more sales opportunities for your company”. When presented on its own, the statement is of no use to your argument. It does not demonstrate anything, since it is a mere statement.
information consists of a series of tests that support your claim. It is as if you are a lawyer who is presenting his case: if you do not have the right facts to support your claims, the case would not make much sense.
The information does not have to be expressed with exact statistics, but can be obtained from previous success stories of your clients, practical cases or even trends from your sector to reinforce your case.
The guarantee is the connecting bridge between information and affirmation; p. eg, “because many companies in your industry have been successful in optimizing your conversions, we believe that optimizing conversions on your website will lead to more sales opportunities for your company.” The “reason” statement explains exactly why the information supports the claim.
Before making a business proposal, plan your main arguments with your argument, information, and warranty for each item you mention. The persuasive essay writing service will help you with this. This system can help you identify weaknesses in your presentation. If you cannot adequately support one of your statements, this is a good sign that you need to delve into the details or completely remove it.
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Your prospects are not exactly the opposition; after all, your ultimate goal is to work with them. However, your prospects will always look for elements in your presentation that are weak or contrary to their objectives. The best way to prepare for the inevitable attack of questions is to take a self-critical approach.
There are two fundamental types of opposition that you will likely have to face. The first is an allegation , that is, information or evidence that is different from one of your claims.
For example, if you submitted the statement that optimizing the conversion of the lead website will generate more opportunities> it generated more sales opportunities. This evidence is totally contrary to your claim.
The second type of opposition you could face is a counterclaim or counterclaim. While a claim contradicts new evidence to the assertion presented, a counterclaim shows a new claim that directly opposes yours.
For example, if you submitted the statement that optimizing the lead website conversion is the smartest way to actually generate the most opportun> the best strategy.
How can you prepare to deal with allegations and counterclaims? Analyze your presentation with a magnifying glass and create your own list of opposition points. Then, practice how you would approach them before making the commercial proposal presentation. This way you can make sure you don’t have to improvise when there’s a lot on the line.
If in a debate you fail to fully address an argument from the opposing team, it is perceived as a concession. Basically, it’s the same as admitting that your argument is correct. This is called giving in , like when you make a mistake and lose the ball in a soccer game.
If you focus so much on delivering a sweeping presentation during your business proposal presentation, you could run into difficulties when the potential customer voices their concerns or asks questions you haven’t considered. It is important to give a complete and honest answer to each of your questions, even if the answer is “At this time I am not very clear, but I will find out and give you an answer.”
Overlooking a concern or failing to fully answer a question will be worse for the prospect than doing your best to try to offer an answer even if it makes it a bit difficult for you. At least you convey to the prospect that you heard him, understand his point of view and are interested in providing him with the correct information.
Although making logical arguments is essential to debate, logic does not cover the big picture . After all, you must impress the judges, so it is essential to take into account the emotions of the audience when exposing your statements.
The same happens in the presentation of commercial proposals. Your prospects will be impressed if you offer them solid arguments that demonstrate your resolve, but you should also strive to captivate them. You need to have an emotional element that attracts them and makes them believe in your proposal.
This does not mean that you should incorporate a striking element, but rather that it indicates that you must present your commercial proposal in a captivating and pleasant way. If you start communicating like a robot, ask yourself: How would I explain this idea to a friend? Going back and re-evaluating your speech is key to developing an accessible business proposition.
How does your agency prepare to offer an important commercial proposal? Share it in the comments.