I just love this time of year, the NHL Stanley Cup playoffs are going strong, and the NBA playoffs are also going. It makes me think about how playoff time translates to businesses when they are in a position to close the deal.
We’d all like to be the only contender in the game, but that rarely happens. There is almost always another company that has pitched an offer to your buyer. So, how do you show up when you are in the position to make the sale but are in competition with another company? Sales pros want you to believe that the sale is made before you ever get to the proposal, which is true. However, the proposal lays out your offer in a compelling way that allows your prospective buyer to make an informed decision. My question back to you is, do you even make a written offer or is it just verbally done? BTW the answer should be a written offer that is presented. Yes! I knew we were on the same page.
Why do you want to put your offer in writing? The real reason to put your offer in writing is not only to share what you are providing to the buyer, but it allows you to set the stage for how you will deliver your offer. Or even how you can over-deliver on your offer. List as many deliverables as you provide during your service or benefits of what transformation occurs after using your product in the offer. It may seem part of your everyday details, it can also tip the scale in favor of your company
Why do present the offer? This is often missed but dramatically increases your chance to win the bid. Don’t just email them your quote, present it! When you present your offer over Zoom, in a video, or in person it allows you to showcase why they need to choose your offer. It allows you to answer frequently asked questions before they are asked. And it allows you to remind the buyer of the added benefits of choosing you.
Don’t be afraid to charge what you are worth! If your buyer is only shopping price, you may have already lost the deal. You can charge for the results that your offer will provide. Back it up with proof in the form of before and after stories or images. Testimonials work great too. Preparing your offer using their desires and specific outcomes will show that you understand their situation and are the best solution for their specific needs.
By combining these strategies when you get to your own playoff situation, you can in excel in your chances to win the cup. Ok, enough with the sports analogies. When you are up against the competition and your buyer is looking to choose the best option, present your offer in the best light.
Marcia Riner is a business growth strategist. Small Business Owners come to Marcia looking to exponentially boost their revenue and profitability without spending an additional dollar on marketing or advertising. In fact, she is able to show prospective clients a clear ROI to working with her before they decide to hire her. Don't believe it? Let her prove it to you in just a few minutes.
Marcia hosts a weekly podcast with videos on YouTube @ www.Youtube.com/profitwithaplan and audio @ www.profitwithaplan.com. She is constantly sharing business growth tips on all of her social channels @marciariner
Marcia has created an incredible FREE webinar that will show you how you can boost your net profit by 45% in just 30 days. Go check it out while you can @ www.30dayProfitBooster.com