To understand your customer, you must first uncover the emotions behind what motivates them to buy. We’ll explore this more in this article:
In this week's Ultimate Guide to Proposals series I talk to Nick Hance. Nick is head honcho over at Reenhanced and has some great ideas on proposals and the process behind them. Nick is all about the business, and what better perspective to approach a proposal from.
One of the worst things you can do when engaging a potential new client is fall into “geek speak” mode. It’s a real turn off… If you've ever tried to buy a car then you’ve probably experienced something similar, "The full frontal buzzword attack".
So, if most proposals fail due to a lack of understanding, what you're probably asking yourself is “How can I understand what the client needs?” And that’s what today's post is about. Client interviews…
In this week's ultimate guide to proposals series I talk to Marcus Blankenship. Marcus is former CEO of a successful agency in the States. With 18 years of experience and a $750-million track record of success, I figured he'd be a great guy to help us learn what makes the ultimate proposal.
If you’re reading this then chances are your proposals are under-performing and you don’t know why. As designers we dislike writing proposals. We worry about all sorts of things: Am I too expensive? Am I too cheap, too eager, too slow to respond, have I understood the client, do I even know if I can provide real value…? The list is endless. But you might be surprised to hear that most proposals don’t fail because they're priced to high, too low or look like they were thrown together in Word. Most proposals fail because they...
As part of the research for my new book The Designer's Guide to Proposals I've been interviewing a hand picked bunch of talented folks. People who over the years have refined and nailed their proposal process. Do you want to win more proposals?