When you send a proposal, it’s as if your prospective client has a puzzle and there’s one piece missing. If your proposal is the missing piece, if it snaps right into place then they say yes!
So how do you make sure to send them the missing piece that’s a perfect match to what they need and want?
You’ve got to know all about the existing puzzle.
When exploring the potential for a business relationship and analyzing needs, it’s easy to focus on the technical side: objectives, budget, size of project and specifications. We’ve been trained by school and business to focus on the facts and keep it objective.
But people don’t make buying decisions this way. If you want to supply the missing puzzle piece, your proposal has to not only be a technical match, but a psychological match too. Read more