How to Talk About Pricing Without Scaring People Off
DECEMBER 12, 2012
Pricing. After all the excitement of attracting a potential new customer, pricing seems like such a killjoy. But pricing is just as important a concept to communicate as the features of your product or the benefits of your service. But when is the right time to talk about pricing, and what's the right way to go about it? Should You Put Pricing on Your Website?
Why You Should Never Email a Proposal
JUNE 27, 2016
Your team has spent hours researching, writing, and refining a proposal your prospect was eager to receive. Was it the content of the proposal? The issues illustrated above don't occur because of the method of proposal delivery -- though email is probably not the best way to communicate something of such importance to your business. How to Present a Proposal. right?
Automated Marketing Campaigns: An Immodest Proposal
Customer Experience Matrix
DECEMBER 2, 2015
For example, actions can be classified by broad types (cross sell, upsell, retention, winback, price level, product line, customer support, education, etc.) to quickly understand which types of actions are most productive in given situations. The goal was to approach the perfect campaign design of “do the right thing, wait, and do the right thing again”. plays”)?
The odds of winning a Request for Proposal (RFP)
SEPTEMBER 3, 2013
Image courtesy of Wikipedia We often hear the knee-jerk response " nobody ever wins RFPs " as the answer to why someone should or shouldn''t respond to Requests for Proposals, and even when the odds aren''t asked, but instead advice is being sought. These are all huge factors in the success rate of your proposal. However, the proposals from those two firms were both over $1.3
How to Win More Proposals by Interviewing Your Prospects
AUGUST 1, 2016
I’ve been writing proposals for over a decade, and it’s probably fair to say that I loathed the entire process for the longest time. Actually, 90% of my proposals were accepted because of something much simpler: prospect interviews. Proposals Start Way Before You Propose. Upon receiving one of these, I’d get over-excited and jump straight into proposal mode.
Not all Requests for Proposals are worth a proposal
OCTOBER 13, 2008
In an earlier article we wrote about how you could increase your RFP win percentage by being selective about the Requests for Proposals that you choose to respond to. Writing a good proposal can take an inordinate amount of time, and when time = money, proposals can be expensive propositions. So how do you know when is the right time to sit down and start writing a proposal response to a RFP? An honest organization will answer you if you ask them innocently "Is your existing vendor being invited to submit a proposal?". analyze the answer carefully.
5 quick tips to writing better proposals (RFP responses)
MAY 27, 2009
We're frequently asked for any tips we might have for people writing proposal responses to Requests for Proposals (RFP) that they've received. After finding us through the RFP Database , seeing the abundance of RFPs that it contains, and knowing that all of those RFPs are open competitions, the natural question is "if I'm going to spend time writing a proposal it has got to be a winner". It's one of the quickest and easiest things you can do to set the tone for the remainder of your proposal. articulate what makes you the best choice (and not the price!)
How to Spot a Bad SEO Proposal
DECEMBER 23, 2013
Getting worked over by a bad SEO proposal can not only cost you some serious coin, but can get you in trouble with Google, which can sink your business in the search results. The unsolicited email/ SEO proposal: You check your email and the subject line reads, “I’ll help grow your biz.” The post How to Spot a Bad SEO Proposal appeared first on VR Marketing Blog.
Your proposal lost. Conducting a RFP post-mortem
MARCH 19, 2010
The harsh reality is that more often than not your proposal will not win the project during a Request for Proposals. If you've been following our blog articles regarding Requests for Proposals you are familiar with our repeated philosophy of being selective in the RFPs you respond to as well as developing an objective means of selecting the right RFPs to respond to. If you're following the advice in these two articles, you're already on your way to establishing a foundation for performing a post-mortem on your proposal. which parts of our proposal did we lose you on?
From Proposal Requests to Getting Approvals: 6 Email Templates to Make Agency Communication Easier
JULY 12, 2016
Email Templates for Communicating With Clients. 1) When a Prospect Requests a Proposal. We don’t create proposals at this point in the process as we’re a results-driven agency, meaning we need to better understand your business, challenges, and needs to be able to determine if and how we can help. The price for the additional content offers comes to [$X,000]. Next steps.
B2B Buyers: It’s all about the Benjamins
The ROI Guy
SEPTEMBER 19, 2011
Over 2/3rds of B2B buyers indicate that immediate purchase price dominates their buying decisions 60% or more of the time. The research revealed that price dominated in 64% of purchases, delivering great news for price leaders - those focusing on initial pricing advantages versus higher priced / often more feature-rich solutions.
Sellers: How To Calculate Your Value? – The Value Equation
AUGUST 2, 2012
You know that your sales pitches and proposals must. Price Versus Value Many buyers have an almost single-minded obsession with price. That makes moving the conversation off price and onto value the seller’s priority. But Communicating your value to today’s hard-nosed buyers can be a real challenge. You know that your marketing literature won’t do it.
11 expectations to have from a great SEO proposal
NOVEMBER 24, 2014
One way is to ask for a proposal. Fortunately, there are ingredients that distinguish great SEO proposals. What makes a great SEO proposal? Keyword Research is a foundation to an SEO proposal. Search volumes, keyword search trends, competitiveness, CPC (Cost Per Click – what others pay) leading to keyword recommendations are a key phase in an SEO proposal.
78 (of the) Best Social Media Marketing Tips, Guides, Tools and Strategies of 2010 (So Far)
AUGUST 16, 2010
Mark Price summarizes a Fast Company case study on how restaurant chain Houlihan’s engaged their best customers through some exclusive social media programs to increase sales and profits, and what other social media marketers can learn from the chain’s experience. Daniel Flamberg proposes four key metrics that can give marketers “actionable intelligence to identify competitive strengths or vulnerabilities, shape messages, identify informal opinion leaders and influencers or suggest the best choice of media channels along with suggested tools to track those measures.
9 tips for running a considerate procurement RFP process
JANUARY 14, 2010
Be upfront with bidders Creating a winning proposal can cost thousands, even hundreds of thousands, of nonbillable work within a company. Speak with one voice When you receive a proposal you expect it to be well-written, concise, and a meaningful response to your RFP. These different voices make reading and comprehension difficult, and can result in a proposal that is just as mixed in its messages. 3. This often manifests itself through projects being canceled after proposals have been received because no decisions can be made. 5. We changed the.
Why You Should Be Writing Fewer Proposals
APRIL 30, 2015
The verdict is in: Writing fewer proposals typically increases both your win rate and your sales. That, at least, is the consensus of the many sales and proposal experts I "surveyed" via a Google search. They find it hard to "miss opportunities" by being more selective in the proposals they submit. They fear dire consequences if they reduced the number of proposals.
The Single Most Important Element for Increasing B2B Lead Gen and Sales
OCTOBER 4, 2016
In the physical world, minimizing friction is how Elon Musk’s proposed hyperloop could transport commuters at speeds approaching 600 miles per hour. In the consumer products world, minimizing friction explains why soup is sold in microwavable single-serving containers, and why convenience stores can thrive within blocks of the nearest supermarket, despite their much higher prices.
The Curse of the Grandfathers and Other Revenue Mishaps
B2B Marketing Unplugged
FEBRUARY 18, 2014
When that gym was acquired, the new owners, not wanting to lose loyal customers, grandfathered the contract pricing. This is what we call legacy pricing. Blindly honouring dumb pricing is one thing, but it’s mercifully avoidable. A far worse problem is make-good pricing. For the penitent pricing stuff, same thing applies. Time to Get Your Pricing House in Order.
IDC Interview: Financial Justification a Requirement for Technology Buyers
The ROI Guy
OCTOBER 11, 2016
One thing that hasn’t changed is the need for understanding and quantifying the business value outcomes of proposed solutions is a requirement for a whopping 95% of decisions. Buyers are putting less emphasis on features and price, and more on business value outcomes, both on the initial purchase and on renewals as well. The conundrum?
For Sale, Not On Sale - The True Cost of Discounting and What to Do About It
The ROI Guy
JUNE 29, 2015
There are several reasons why prospects are demanding higher discounts and making it harder for you to achieve your goals: Buyers are more empowered, with on-line / social resources readily available to research your competition and obtain competitive pricing. lack of substantial differences in your solutions and sales / marketing approach are leading you and your competitors to make price the key differentiator. Your proposed investment likely pales in comparison to the cost of not solving the problem, so the key is quantifying this delta. So how bad has it become?
5 Questions To Ask Before Sending Out That Sales Proposal
Sales Prospecting Perspectives
SEPTEMBER 2, 2010
” “Look at this encryption right here…it’s just beautiful and I’m willing to give it to you for half the price!” ” The pitch is feature and not value focused and then a proposal is given to the prospect, often times without even hearing what the prospect’s full set of needs are. Do not go into a proposal wondering if you are number 2. You will have to drop the price and lower the perceived value of your solution. always like to talk price well before I even get close to a proposal. Happy Hunting
Best Way to Reduce Discounting: Better Negotiating or Value Selling?
The ROI Guy
JANUARY 15, 2015
There is more pressure than ever on suppliers to lower their prices and offer steep discounts. The rise of the B uying Committee has added to price pressure. With little vested interest and with inadequate time to review competing proposals, the team tends to focus on price above much else. And Procurement is getting way more involved in every transaction, with specific incentives to extract discounts from every vendor proposal. Many are a whopping 50-70%! You know you need to address the discounting challenge, but how? The advice from the research?
E-Quip Blog: Submit a Proposal to Introduce Your Firm?
APRIL 30, 2012
Submit a Proposal to Introduce Your Firm? Ive long advocated that you shouldnt submit a proposal if you havent been talking to the client beforehand. But the most common reason I hear for submitting a proposal cold where theres little to no chance of winning is to "make an introduction." Do you think thats valid strategy? Labels: Business Development , Proposals. Posts.
The T Shaped B2B Marketer: The Importance of Being Deep and Wide
B2B Ideas @ Work
OCTOBER 27, 2015
I was first introduced to the idea of a "T shaped marketer" in Mike King's session " Technical marketing is just the price of admission " at Inbound 2015. The solution to this predicament that many have proposed is the "T-shaped marketer.". It gave me a better understanding of where marketing is today and what I need to do to be a successful marketer.
Overwhelmed by Email? Here Are 11 Great Tools for Organizing Your Inbox
NOVEMBER 30, 2015
Price: Free. Price: Free. Price: Free; Paid Versions Available. Price: Free. Price: Free; Paid Versions Available. Price: $2/month. Price: Free. Price: Free; Paid Versions Available. This can be helpful for anyone working on proposals, tasks, or support tickets. Price: Free; Paid Versions Available. Price: Free.
5 Sales Blunders to Avoid when Prospects Are Ready to Buy
Sales Intelligence View
DECEMBER 6, 2012
Listening is especially important when you’ve passed a proposal to your prospect. Asking to revise a proposal when it’s in your prospects hands demonstrate poor form and a lack of professionalism. Not addressing these last minute concerns about price or delivery date is a mistake. As a salesperson, your skills make or break a deal. Talking too much. Not asking for the sale.
RFP Etiquette: Dos and Don’ts for Business Matchmaking
AUGUST 5, 2009
In case you haven’t heard, online marketing and media conversation has been buzzing in recent days over an incident involving a request for proposal (RFP). His post tells of the agency’s chagrin at seeing, via Google analytics, that Zappos viewed only five pages of Ignited’s 25-page proposal (submitted as a blog), with an average page-view time of just 14 seconds. Kutcher: I think everyone is a bit too overwhelmed to think rationally; Zappos received over 100 proposals, which is not really surprising, and Ignited put their heart and soul into the pitch and felt a bit disrespected.
The Most Important Force for Increasing Leads and Sales
MAY 13, 2014
In the physical world, minimizing friction is how Elon Musk’s proposed hyperloop could transport commuters at speeds approaching 600 miles per hour. In the consumer products world, minimizing friction explains why soup is sold in microwavable single-serving containers, and why a convenience store can thrive within blocks of a nearby supermarket, despite charging much higher prices.
3 Strategies to Stop To-Do List Overwhelm
Jill Konrath's Fresh Sales Strategies Blog
DECEMBER 18, 2014
You have prospecting calls to make, proposals to write, emails to send, service issues to solve. Now, add all the new things you have to learn on top of it: new products, new markets, new pricing plans, new technology. One most challenging aspects of learning something new is feeling overwhelmed by the sheer magnitude of what you don’t know. Think about your own. The list goes on.
A Primer on Sales Competitive Battle Cards
The Effective Marketer
MAY 27, 2015
Add different search criteria like <competitor name> proposal filetype:pdf to find documents in PDF with ‘proposal’ in them. – site: use the ‘site’ parameter to limit the search to a specific website, like in ‘pricing site:www.acmesoft.com’. For example, “acmesoft sales presentation” or “acmesoft price list”. My process is the following: 1. Structure. 2.
4 Perspectives That Should Shape Your View of Value Propositions
B2B Lead Generation Blog
MARCH 30, 2015
Tweet If you think a value proposition is just a catchy phrase or the elevator speech your salesmen can spout off to customers, consider what Michael Lanning, the creator of the term, has to say. “It should drive what you communicate, but more,”he explained. “It should be the heart of your business strategy — an articulation of how customers will be better off if they do what your business proposes.”. As a result, what specific, measurable experiences these customers will get, including price. ”). Here’s a summary of what Michael revealed: 1. Understand what’s happening.
Never Confuse Your Prospects About Your Pricing
Jill Konrath's Fresh Sales Strategies Blog
MARCH 12, 2012
We discussed price. Next day, we had a formal proposal to them. Here's what the standard implementation includes, and here is its price. Here's what the additional module includes, and here is its price. Problem was, they heard us name the price for the standard implementation and did not hear that the "extra" module was not included in that price.
Three Challenges that will Impact Your 2016 IT Sales and Marketing Plans
The ROI Guy
SEPTEMBER 22, 2015
For you, an already price sensitive and competitive marketplace could get dramatically more so over the next 12 months and beyond, especially if you are in one of f ive key technologies that will be most constrained: Communications Services – Taking the biggest hit, a move to subscription services, price erosion and competition in communication services are combining for an expected 7.2%
A Failure to Communicate Value
The ROI Guy
APRIL 3, 2014
By Mark Schlueter & Tom Pisello It''s the responsibility sales and marketing, not the customer , to prove the value of your proposal. If you wait for your customer to do it – the deal likely stalls, as IDC reports that 65% of buyers don’t have the knowledge, research or tools needed to translate your proposal into value impact. So be provocative.
Predictive Marketing Vendors Look Beyond Lead Scores
Customer Experience Matrix
NOVEMBER 9, 2015
Conceptually, this is exactly the model I have proposed of “do the right thing, wait, and do the right thing again”. Mintigo’s actual implementation is considerably messier than that, but such is the price of working in the real world. But is it possible that predictive is already approaching commodity status? They are, after all, experts at seeing the future.
Direct Marketing: 6 steps to drive more through sales pipeline
B2B Lead Generation Blog
APRIL 8, 2013
One organization in particular received 50 leads for a service package priced well over $100,000. The client knew that their prospects would evaluate five or six competitors with that proposal template,” he noted. Tweet We’ve all heard about how the digital age has been brutal for print media , and I fully expected direct mail to be taking a hit as well. Drive them to the Internet.
Banners Don’t Drive Leads in B2B Marketing
Digital B2B Marketing
MARCH 7, 2013
Lead generation is still one of the top objectives of enterprise B2B marketers and many B2B publishers continue to propose banners as a way to deliver leads. With CPMs often below $2.00, price alone makes a huge difference. Publishers, stop chasing budgets with banner proposals that simply won’t pan out. Period. Banners don’t drive leads. Remember that. Your Turn.
Are you ready for even more decision makers per deal in 2014?
The ROI Guy
DECEMBER 4, 2013
The research says that for proposals above $500k, there are over 10 stakeholders scrutinizing the decision. For business services, you not only have to appeal to the business leader, but provide a solid business case to the CFO and defend pricing to procurement. Research indicates that there are now over 8 people involved in the average B2B purchase decision.
If it is too good to be true, it is! Sales Managers protect yourself…
Your Sales Management Guru
APRIL 12, 2016
We need your best proposal by tomorrow so we can present to our CEO to make a decision Friday. There may be a real opportunity but before you jump and send the requested sales proposal, why not back up the prospect a bit and schedule a call or visit with the key people? The subordinate who is given the task to get the proposals may think there is a decision about to be made, but an experienced sales person will know that is unlikely. One approach would be to trade the proposal for a meeting with the requester or better to schedule a call with the boss before going too far.
What a Buyer Wants: Personalized Advice, Business Value and ROI
The ROI Guy
AUGUST 24, 2016
Today, B2B buyers expect solution provider to know exactly how any new product will ultimately benefit their business – the business value of the proposed solution. Buyers are looking for solution providers who can help them identify and illuminate challenges, provide specific advice on how proposed solutions will address these pain points, and deliver tangible business value.