What does the ideal proposal look like? It begins with the client's current situation and a description of the problem. This is followed by the goal, implementation and only then the financial aspect. Avoid details. First read my checklist and then draw up your own.
How can you target the part of your customer's brain that makes intuitive decisions? How do you create pleasant proposals? I encourage you to discard conventional approaches. Get rid of the charts! Stop focusing on rationality! Aim for more imagination and a desire to act!
One fact is for sure undisputed: There is no economically sense making reason for creating offers that are unacceptable. What good should that be? Well, maybe some may think that you could beat time and make unacceptable offers in order to renegotiate.My question refers to the typical offers that come to be, when the customer says „Make me an offer!“. Does that seem familiar? Or I could ask „Do you know the easiest way to get rid of an salesman?“ Right: You will say „Send me an offer…“ The salesman thinks: „Great! I can make an offer“ and actually the customer thinks: „Thank got I’m rid of that one…“
Do you like adventures? I don't mean an adventure such as Columbus might have taken, but more in the style of trips offered by travel agencies. Taking a boat up the Amazon River for instance? Or climbing Mount Kilimanjaro? Or a cave tour in Iceland? Then make your offer to your client in the form of an adventure!