Soumettre la recherche
Mettre en ligne
BOLO2020 Koehly
•
Télécharger en tant que PPTX, PDF
•
0 j'aime
•
360 vues
B
BOLOlivestream
Suivre
Winning Proposals -- What they look like.
Lire moins
Lire la suite
Business
Signaler
Partager
Signaler
Partager
1 sur 17
Télécharger maintenant
Recommandé
A World Without RFPs...we can only hope
A World Without RFPs...we can only hope
Courtney Hood
3 important things to consider when starting a business
3 important things to consider when starting a business
CloudBooks
Stop Commodization in it's Tracks
Stop Commodization in it's Tracks
Amy Infante
Sample quick sales discovery script
Sample quick sales discovery script
Harpal Kochar
February 2011 - Business Law & Order - Matthew Bower
February 2011 - Business Law & Order - Matthew Bower
AnnArborSPARK
Sales Pitch: The Ultimate Guide to Mastering the Message
Sales Pitch: The Ultimate Guide to Mastering the Message
Justin McGill
Maximise Your Reputation in the Marketplace Jason King
Maximise Your Reputation in the Marketplace Jason King
MAXfocus
DotYeti.com | How to generate more leads with conversion-rate optimization
DotYeti.com | How to generate more leads with conversion-rate optimization
Roy Selbach
Recommandé
A World Without RFPs...we can only hope
A World Without RFPs...we can only hope
Courtney Hood
3 important things to consider when starting a business
3 important things to consider when starting a business
CloudBooks
Stop Commodization in it's Tracks
Stop Commodization in it's Tracks
Amy Infante
Sample quick sales discovery script
Sample quick sales discovery script
Harpal Kochar
February 2011 - Business Law & Order - Matthew Bower
February 2011 - Business Law & Order - Matthew Bower
AnnArborSPARK
Sales Pitch: The Ultimate Guide to Mastering the Message
Sales Pitch: The Ultimate Guide to Mastering the Message
Justin McGill
Maximise Your Reputation in the Marketplace Jason King
Maximise Your Reputation in the Marketplace Jason King
MAXfocus
DotYeti.com | How to generate more leads with conversion-rate optimization
DotYeti.com | How to generate more leads with conversion-rate optimization
Roy Selbach
How to Start an SEO Agency - 4 Pillars of Growth
How to Start an SEO Agency - 4 Pillars of Growth
Ryan Stewart
Master the Art of Negotiation
Master the Art of Negotiation
LinkedIn
Creating Sales Scripts, Cold Emails, Voicemail Messages, and Objection Responses
Creating Sales Scripts, Cold Emails, Voicemail Messages, and Objection Responses
SalesScripter
Prospect with stories
Prospect with stories
Insight Demand
Bob Sanders - Focus on Chemistry
Bob Sanders - Focus on Chemistry
INBOUND
Pitch Deck Workshop
Pitch Deck Workshop
Mohammad Gerveyi
Deliver Sales Presentations that Close Deals
Deliver Sales Presentations that Close Deals
SalesScripter
Access Sales Program Institutional Sales
Access Sales Program Institutional Sales
Maneesh Konkar
Digital agency training
Digital agency training
Abiodun Babalola
VARs: Build Your Value Proposition
VARs: Build Your Value Proposition
Melissa Henley
How to Lead a Discovery Meeting
How to Lead a Discovery Meeting
SalesScripter
Bob London Presents: How Founders & CEOs Can Go Back on Offense, Courtesy of ...
Bob London Presents: How Founders & CEOs Can Go Back on Offense, Courtesy of ...
Chief Listening Officers
Digital Media Marketing
Digital Media Marketing
Tania Aslam
How to find and appoint a website development agency
How to find and appoint a website development agency
Paul Rogers
Accelerating Your Enterprise Sales Funnel
Accelerating Your Enterprise Sales Funnel
Evan Lewis
CallidusCloud C3 2014; Aligning Sales & Marketing Into a Cohesive, Sales Acce...
CallidusCloud C3 2014; Aligning Sales & Marketing Into a Cohesive, Sales Acce...
Heinz Marketing Inc
fp. eBook How Creative Agencies Can Accurately Manage Resources & Time
fp. eBook How Creative Agencies Can Accurately Manage Resources & Time
lwfmaia
5 Tips for Aspiring Entrepreneurs
5 Tips for Aspiring Entrepreneurs
Coreina Hubert
Agency Search | Find You Next Creative Partner | 5 Not So Easy Steps
Agency Search | Find You Next Creative Partner | 5 Not So Easy Steps
Ali Buchanan | Marketing Executive
Email Marketing Proposal
Email Marketing Proposal
D.M Mohammad Shakeer
BOLO2010 Lawrence
BOLO2010 Lawrence
BOLOlivestream
BOLO2010 Villa
BOLO2010 Villa
BOLOlivestream
Contenu connexe
Tendances
How to Start an SEO Agency - 4 Pillars of Growth
How to Start an SEO Agency - 4 Pillars of Growth
Ryan Stewart
Master the Art of Negotiation
Master the Art of Negotiation
LinkedIn
Creating Sales Scripts, Cold Emails, Voicemail Messages, and Objection Responses
Creating Sales Scripts, Cold Emails, Voicemail Messages, and Objection Responses
SalesScripter
Prospect with stories
Prospect with stories
Insight Demand
Bob Sanders - Focus on Chemistry
Bob Sanders - Focus on Chemistry
INBOUND
Pitch Deck Workshop
Pitch Deck Workshop
Mohammad Gerveyi
Deliver Sales Presentations that Close Deals
Deliver Sales Presentations that Close Deals
SalesScripter
Access Sales Program Institutional Sales
Access Sales Program Institutional Sales
Maneesh Konkar
Digital agency training
Digital agency training
Abiodun Babalola
VARs: Build Your Value Proposition
VARs: Build Your Value Proposition
Melissa Henley
How to Lead a Discovery Meeting
How to Lead a Discovery Meeting
SalesScripter
Bob London Presents: How Founders & CEOs Can Go Back on Offense, Courtesy of ...
Bob London Presents: How Founders & CEOs Can Go Back on Offense, Courtesy of ...
Chief Listening Officers
Digital Media Marketing
Digital Media Marketing
Tania Aslam
How to find and appoint a website development agency
How to find and appoint a website development agency
Paul Rogers
Accelerating Your Enterprise Sales Funnel
Accelerating Your Enterprise Sales Funnel
Evan Lewis
CallidusCloud C3 2014; Aligning Sales & Marketing Into a Cohesive, Sales Acce...
CallidusCloud C3 2014; Aligning Sales & Marketing Into a Cohesive, Sales Acce...
Heinz Marketing Inc
fp. eBook How Creative Agencies Can Accurately Manage Resources & Time
fp. eBook How Creative Agencies Can Accurately Manage Resources & Time
lwfmaia
5 Tips for Aspiring Entrepreneurs
5 Tips for Aspiring Entrepreneurs
Coreina Hubert
Agency Search | Find You Next Creative Partner | 5 Not So Easy Steps
Agency Search | Find You Next Creative Partner | 5 Not So Easy Steps
Ali Buchanan | Marketing Executive
Email Marketing Proposal
Email Marketing Proposal
D.M Mohammad Shakeer
Tendances
(20)
How to Start an SEO Agency - 4 Pillars of Growth
How to Start an SEO Agency - 4 Pillars of Growth
Master the Art of Negotiation
Master the Art of Negotiation
Creating Sales Scripts, Cold Emails, Voicemail Messages, and Objection Responses
Creating Sales Scripts, Cold Emails, Voicemail Messages, and Objection Responses
Prospect with stories
Prospect with stories
Bob Sanders - Focus on Chemistry
Bob Sanders - Focus on Chemistry
Pitch Deck Workshop
Pitch Deck Workshop
Deliver Sales Presentations that Close Deals
Deliver Sales Presentations that Close Deals
Access Sales Program Institutional Sales
Access Sales Program Institutional Sales
Digital agency training
Digital agency training
VARs: Build Your Value Proposition
VARs: Build Your Value Proposition
How to Lead a Discovery Meeting
How to Lead a Discovery Meeting
Bob London Presents: How Founders & CEOs Can Go Back on Offense, Courtesy of ...
Bob London Presents: How Founders & CEOs Can Go Back on Offense, Courtesy of ...
Digital Media Marketing
Digital Media Marketing
How to find and appoint a website development agency
How to find and appoint a website development agency
Accelerating Your Enterprise Sales Funnel
Accelerating Your Enterprise Sales Funnel
CallidusCloud C3 2014; Aligning Sales & Marketing Into a Cohesive, Sales Acce...
CallidusCloud C3 2014; Aligning Sales & Marketing Into a Cohesive, Sales Acce...
fp. eBook How Creative Agencies Can Accurately Manage Resources & Time
fp. eBook How Creative Agencies Can Accurately Manage Resources & Time
5 Tips for Aspiring Entrepreneurs
5 Tips for Aspiring Entrepreneurs
Agency Search | Find You Next Creative Partner | 5 Not So Easy Steps
Agency Search | Find You Next Creative Partner | 5 Not So Easy Steps
Email Marketing Proposal
Email Marketing Proposal
En vedette
BOLO2010 Lawrence
BOLO2010 Lawrence
BOLOlivestream
BOLO2010 Villa
BOLO2010 Villa
BOLOlivestream
BOLO2010 Portugal
BOLO2010 Portugal
BOLOlivestream
BOLO2010 Ash
BOLO2010 Ash
BOLOlivestream
BOLO2010 Burlingham
BOLO2010 Burlingham
BOLOlivestream
Manufacture of penicillin by kwezi mwaka julius
Manufacture of penicillin by kwezi mwaka julius
Makerere University
BOLO2010 Halvorson
BOLO2010 Halvorson
BOLOlivestream
upstream & downstream process of antibiotics
upstream & downstream process of antibiotics
Anil Kollur
En vedette
(8)
BOLO2010 Lawrence
BOLO2010 Lawrence
BOLO2010 Villa
BOLO2010 Villa
BOLO2010 Portugal
BOLO2010 Portugal
BOLO2010 Ash
BOLO2010 Ash
BOLO2010 Burlingham
BOLO2010 Burlingham
Manufacture of penicillin by kwezi mwaka julius
Manufacture of penicillin by kwezi mwaka julius
BOLO2010 Halvorson
BOLO2010 Halvorson
upstream & downstream process of antibiotics
upstream & downstream process of antibiotics
Similaire à BOLO2020 Koehly
Dispensary SEO: How to Choose an SEO Agency For Your Dispensary
Dispensary SEO: How to Choose an SEO Agency For Your Dispensary
Vee Popat
[PC-P] VAR Advanced Sales Training Researching & Prospecting.pdf
[PC-P] VAR Advanced Sales Training Researching & Prospecting.pdf
Don Arceri | AspireDigital.org
How_To_Choose_The_Right_SEO_Agency_For_your_Local_Business___Chas_Henry.pdf
How_To_Choose_The_Right_SEO_Agency_For_your_Local_Business___Chas_Henry.pdf
Demir Dammer
English
English
Vikas640
English
English
Vikas640
How to think like startup
How to think like startup
Roomian.org
[PC-P] Writing The Contract & Closing The Business Outline.pdf
[PC-P] Writing The Contract & Closing The Business Outline.pdf
Don Arceri | AspireDigital.org
Entrepreneur's Toolkit Intensive
Entrepreneur's Toolkit Intensive
raygimo
Quick Tips: Becoming the Trusted Digital Media Advisor
Quick Tips: Becoming the Trusted Digital Media Advisor
Tyler Aldridge
Google Digital Media Advisor
Google Digital Media Advisor
Ralph Paglia
Business planning jh oct 11 ProfitNet
Business planning jh oct 11 ProfitNet
Donegal Local Enterprise Office
1 intro, business model and business plan
1 intro, business model and business plan
BizLaunch
Why You're Losing Proposals
Why You're Losing Proposals
Mohamed Mahdy
A Beginner's Guide to Redesigning Your Firm's Website
A Beginner's Guide to Redesigning Your Firm's Website
One North
Search Engine Marketing Proposal PowerPoint Presentation Slides
Search Engine Marketing Proposal PowerPoint Presentation Slides
SlideTeam
Business plan-template
Business plan-template
SGB Media Group
How to Prioritize as a PM by Alexa Mobile Amazon Sr Tech PM
How to Prioritize as a PM by Alexa Mobile Amazon Sr Tech PM
Product School
How to Price Your Agency Services
How to Price Your Agency Services
Ryan Stewart
Spectranet corporate sales new doc
Spectranet corporate sales new doc
Maturi partha sarathy
Maybe SEO is Not the Answer
Maybe SEO is Not the Answer
Frank Jones
Similaire à BOLO2020 Koehly
(20)
Dispensary SEO: How to Choose an SEO Agency For Your Dispensary
Dispensary SEO: How to Choose an SEO Agency For Your Dispensary
[PC-P] VAR Advanced Sales Training Researching & Prospecting.pdf
[PC-P] VAR Advanced Sales Training Researching & Prospecting.pdf
How_To_Choose_The_Right_SEO_Agency_For_your_Local_Business___Chas_Henry.pdf
How_To_Choose_The_Right_SEO_Agency_For_your_Local_Business___Chas_Henry.pdf
English
English
English
English
How to think like startup
How to think like startup
[PC-P] Writing The Contract & Closing The Business Outline.pdf
[PC-P] Writing The Contract & Closing The Business Outline.pdf
Entrepreneur's Toolkit Intensive
Entrepreneur's Toolkit Intensive
Quick Tips: Becoming the Trusted Digital Media Advisor
Quick Tips: Becoming the Trusted Digital Media Advisor
Google Digital Media Advisor
Google Digital Media Advisor
Business planning jh oct 11 ProfitNet
Business planning jh oct 11 ProfitNet
1 intro, business model and business plan
1 intro, business model and business plan
Why You're Losing Proposals
Why You're Losing Proposals
A Beginner's Guide to Redesigning Your Firm's Website
A Beginner's Guide to Redesigning Your Firm's Website
Search Engine Marketing Proposal PowerPoint Presentation Slides
Search Engine Marketing Proposal PowerPoint Presentation Slides
Business plan-template
Business plan-template
How to Prioritize as a PM by Alexa Mobile Amazon Sr Tech PM
How to Prioritize as a PM by Alexa Mobile Amazon Sr Tech PM
How to Price Your Agency Services
How to Price Your Agency Services
Spectranet corporate sales new doc
Spectranet corporate sales new doc
Maybe SEO is Not the Answer
Maybe SEO is Not the Answer
Plus de BOLOlivestream
BOLO2010 Martin
BOLO2010 Martin
BOLOlivestream
BOLO2010 Barber
BOLO2010 Barber
BOLOlivestream
BOLO2010 Yeager
BOLO2010 Yeager
BOLOlivestream
BOLO2010 Wong
BOLO2010 Wong
BOLOlivestream
BOLO2010 Willey
BOLO2010 Willey
BOLOlivestream
10 19-vega
10 19-vega
BOLOlivestream
BOLO2010 Weaver Smith
BOLO2010 Weaver Smith
BOLOlivestream
BOLO2010 Ingalls
BOLO2010 Ingalls
BOLOlivestream
BOLO2010 Hughes
BOLO2010 Hughes
BOLOlivestream
BOLO2010 Grantham
BOLO2010 Grantham
BOLOlivestream
BOLO2010 Gass
BOLO2010 Gass
BOLOlivestream
BOLO2010 Coburn
BOLO2010 Coburn
BOLOlivestream
BOLO2010 Baer
BOLO2010 Baer
BOLOlivestream
BOLO2010 Samek
BOLO2010 Samek
BOLOlivestream
BOLO2010 Sietsema
BOLO2010 Sietsema
BOLOlivestream
BOLO2010 Bartlett
BOLO2010 Bartlett
BOLOlivestream
Plus de BOLOlivestream
(16)
BOLO2010 Martin
BOLO2010 Martin
BOLO2010 Barber
BOLO2010 Barber
BOLO2010 Yeager
BOLO2010 Yeager
BOLO2010 Wong
BOLO2010 Wong
BOLO2010 Willey
BOLO2010 Willey
10 19-vega
10 19-vega
BOLO2010 Weaver Smith
BOLO2010 Weaver Smith
BOLO2010 Ingalls
BOLO2010 Ingalls
BOLO2010 Hughes
BOLO2010 Hughes
BOLO2010 Grantham
BOLO2010 Grantham
BOLO2010 Gass
BOLO2010 Gass
BOLO2010 Coburn
BOLO2010 Coburn
BOLO2010 Baer
BOLO2010 Baer
BOLO2010 Samek
BOLO2010 Samek
BOLO2010 Sietsema
BOLO2010 Sietsema
BOLO2010 Bartlett
BOLO2010 Bartlett
Dernier
Nelamangala Call Girls: 🍓 7737669865 🍓 High Profile Model Escorts | Bangalore...
Nelamangala Call Girls: 🍓 7737669865 🍓 High Profile Model Escorts | Bangalore...
amitlee9823
Falcon's Invoice Discounting: Your Path to Prosperity
Falcon's Invoice Discounting: Your Path to Prosperity
hemanthkumar470700
Falcon Invoice Discounting: Unlock Your Business Potential
Falcon Invoice Discounting: Unlock Your Business Potential
Falcon investment
Falcon Invoice Discounting platform in india
Falcon Invoice Discounting platform in india
Falcon Invoice Discounting
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
daisycvs
Malegaon Call Girls Service ☎ ️82500–77686 ☎️ Enjoy 24/7 Escort Service
Malegaon Call Girls Service ☎ ️82500–77686 ☎️ Enjoy 24/7 Escort Service
Damini Dixit
Famous Olympic Siblings from the 21st Century
Famous Olympic Siblings from the 21st Century
rwgiffor
Al Mizhar Dubai Escorts +971561403006 Escorts Service In Al Mizhar
Al Mizhar Dubai Escorts +971561403006 Escorts Service In Al Mizhar
allensay1
Organizational Transformation Lead with Culture
Organizational Transformation Lead with Culture
Seta Wicaksana
Call Girls In Nangloi Rly Metro ꧂…….95996 … 13876 Enjoy ꧂Escort
Call Girls In Nangloi Rly Metro ꧂…….95996 … 13876 Enjoy ꧂Escort
dlhescort
Russian Call Girls In Gurgaon ❤️8448577510 ⊹Best Escorts Service In 24/7 Delh...
Russian Call Girls In Gurgaon ❤️8448577510 ⊹Best Escorts Service In 24/7 Delh...
lizamodels9
Russian Call Girls In Rajiv Chowk Gurgaon ❤️8448577510 ⊹Best Escorts Service ...
Russian Call Girls In Rajiv Chowk Gurgaon ❤️8448577510 ⊹Best Escorts Service ...
lizamodels9
Call Girls From Pari Chowk Greater Noida ❤️8448577510 ⊹Best Escorts Service I...
Call Girls From Pari Chowk Greater Noida ❤️8448577510 ⊹Best Escorts Service I...
lizamodels9
(Anamika) VIP Call Girls Napur Call Now 8617697112 Napur Escorts 24x7
(Anamika) VIP Call Girls Napur Call Now 8617697112 Napur Escorts 24x7
Call Girls in Nagpur High Profile Call Girls
Business Model Canvas (BMC)- A new venture concept
Business Model Canvas (BMC)- A new venture concept
P&CO
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
Abortion pills in Kuwait Cytotec pills in Kuwait
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...
amitlee9823
Cheap Rate Call Girls In Noida Sector 62 Metro 959961乂3876
Cheap Rate Call Girls In Noida Sector 62 Metro 959961乂3876
dlhescort
How to Get Started in Social Media for Art League City
How to Get Started in Social Media for Art League City
Eric T. Tung
Value Proposition canvas- Customer needs and pains
Value Proposition canvas- Customer needs and pains
P&CO
Dernier
(20)
Nelamangala Call Girls: 🍓 7737669865 🍓 High Profile Model Escorts | Bangalore...
Nelamangala Call Girls: 🍓 7737669865 🍓 High Profile Model Escorts | Bangalore...
Falcon's Invoice Discounting: Your Path to Prosperity
Falcon's Invoice Discounting: Your Path to Prosperity
Falcon Invoice Discounting: Unlock Your Business Potential
Falcon Invoice Discounting: Unlock Your Business Potential
Falcon Invoice Discounting platform in india
Falcon Invoice Discounting platform in india
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
Quick Doctor In Kuwait +2773`7758`557 Kuwait Doha Qatar Dubai Abu Dhabi Sharj...
Malegaon Call Girls Service ☎ ️82500–77686 ☎️ Enjoy 24/7 Escort Service
Malegaon Call Girls Service ☎ ️82500–77686 ☎️ Enjoy 24/7 Escort Service
Famous Olympic Siblings from the 21st Century
Famous Olympic Siblings from the 21st Century
Al Mizhar Dubai Escorts +971561403006 Escorts Service In Al Mizhar
Al Mizhar Dubai Escorts +971561403006 Escorts Service In Al Mizhar
Organizational Transformation Lead with Culture
Organizational Transformation Lead with Culture
Call Girls In Nangloi Rly Metro ꧂…….95996 … 13876 Enjoy ꧂Escort
Call Girls In Nangloi Rly Metro ꧂…….95996 … 13876 Enjoy ꧂Escort
Russian Call Girls In Gurgaon ❤️8448577510 ⊹Best Escorts Service In 24/7 Delh...
Russian Call Girls In Gurgaon ❤️8448577510 ⊹Best Escorts Service In 24/7 Delh...
Russian Call Girls In Rajiv Chowk Gurgaon ❤️8448577510 ⊹Best Escorts Service ...
Russian Call Girls In Rajiv Chowk Gurgaon ❤️8448577510 ⊹Best Escorts Service ...
Call Girls From Pari Chowk Greater Noida ❤️8448577510 ⊹Best Escorts Service I...
Call Girls From Pari Chowk Greater Noida ❤️8448577510 ⊹Best Escorts Service I...
(Anamika) VIP Call Girls Napur Call Now 8617697112 Napur Escorts 24x7
(Anamika) VIP Call Girls Napur Call Now 8617697112 Napur Escorts 24x7
Business Model Canvas (BMC)- A new venture concept
Business Model Canvas (BMC)- A new venture concept
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
unwanted pregnancy Kit [+918133066128] Abortion Pills IN Dubai UAE Abudhabi
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...
Call Girls Jp Nagar Just Call 👗 7737669865 👗 Top Class Call Girl Service Bang...
Cheap Rate Call Girls In Noida Sector 62 Metro 959961乂3876
Cheap Rate Call Girls In Noida Sector 62 Metro 959961乂3876
How to Get Started in Social Media for Art League City
How to Get Started in Social Media for Art League City
Value Proposition canvas- Customer needs and pains
Value Proposition canvas- Customer needs and pains
BOLO2020 Koehly
1.
What winning proposals
look like and how to create them Kimberly Koehly, Director of Channel Sales / Certified Whale Hunting Partner
2.
© 2010 EmpowHER
– Company Confidential 2 Function of Sales (not marketing)
3.
Salesperson: “I’m
calling as the result of some initial research my agency team has conducted; we’ve discovered that you are not maximizing your search engine marketing efforts.” Client: “Yes, well…we are aware of that and I appreciate your effort in doing your homework. We have recognized that this is a weak spot for us and we intend to select an agency to assist us with it soon. Can you send me a proposal for your search marketing services?” Salesperson: “Great! I’ll get it right over!” © 2010 EmpowHER – Company Confidential 3 Scenario 1: Proactive sales
4.
Scenario 1:
Issues No budget qualified Assumption that pre-sales research is accurate No firm timeline identified Your “soon” and their “soon” are not likely the same! Not sure who else is in the running Need to know how best to position your agency based on competition NO IDEA WHAT CLIENT EXPECTS OR IS LOOKING FOR IN A PROPOSAL © 2010 EmpowHER – Company Confidential 4
5.
Client: “I’m
calling because we need help with our search engine marketing efforts. I understand this is something your agency does.” Salesperson: “Yes, it certainly is. What is your time frame for selecting a new vendor for your search efforts and what budget have you identified for this?” Client: “Well, we aren’t sure about the budget; we’re willing to spend what we need to in order to get results. I’d like to get a proposal from you so we can best determine what the budget needs to be. As for the timeline, we’d like to get started as soon as possible.” Salesperson: “Great! I’ll get it right over!” © 2010 EmpowHER – Company Confidential 5 Scenario 2: Reactive sales
6.
7.
Assumption that pre-sales
research is accurate
8.
No firm timeline
identified
9.
Your “soon” and
their “soon” are not likely the same!
10.
Not sure who
else is in the running
11.
Need to know
how best to position your agency based on competition
12.
13.
Questions to ask
What are your objectives? What will success look like for you? What is your budget? What is a budget range that could work for you? Does $50,000 make you nauseous? $25,000k? Who else are you considering for this work? What is your timeframe for moving forward? What is the highest priority in selecting a new vendor? What does your process to select a vendor typically look like from here? Are there other team members involved in the decision? What are you looking for in terms of a proposal? © 2010 EmpowHER – Company Confidential 8
14.
Standard elements of
a good proposal Table of contents & page numbers Executive summary Objectives Strategies Tactics Case studies for like clients/services Relevant team member bios Pricing Next steps © 2010 EmpowHER – Company Confidential 9
15.
Standard elements of
a bad proposal Anything boilerplate (within reason) More than one paragraph of agency background Your process Typos Misspellings Other clients’ names throughout © 2010 EmpowHER – Company Confidential 10
16.
Elements of the
BEST proposal Shorter is always better Think: How many pages of a proposal for a service I buy would I be likely to read? Exactly what the client has asked for How you will solve their problem and meet their objectives Needs Analysis Proposed Solution Research Ideas****** Why they should work with you Straight-forward pricing Time-required action date © 2010 EmpowHER – Company Confidential 11
17.
Tips, Tricks &
Lessons Learned Give yourself a reasonable amount of TIME Back into the delivery date (Keep the client updated on your progress) Schedule time on your calendar appropriately (STICK TO IT) Communicate to your team about what you need and when Get into the right frame of mind & environment Don’t EVER deliver a proposal via email without a firm date to review Find a proof reader © 2010 EmpowHER – Company Confidential 12
18.
Request for Proposals
Always follow their format. See #1. © 2010 EmpowHER – Company Confidential 13
19.
© 2010 EmpowHER
– Company Confidential 14 Templates for your consideration Duh.
20.
Templates for your
consideration © 2010 EmpowHER – Company Confidential 15 http://www.seobook.com/free-search-marketing-rfp-proposal-template Clear bullet points on scope of work (details, details, details) Emphasis on three main facets of SEO (site-side, link building, analytics). In many cases, it's our ability to demonstrate link building or analytics proficiency that wins the business. Emphasis on the tie between SEO and social media Emphasis on the tie between SEO and content development Emphasis on our team's ability to work directly with client stakeholders (IT/Dev, marketing, PR, and even legal for some clients) Emphasis on our team's ability to take overall business goals into account (not just being SEO-centric) Emphasis on ROI (explaining how you will justify their monthly spend...again it's all about the details) Emphasis on the idea that SEO is ongoing and not a one-time engagement Emphasis on the importance of "baking" SEO into redesigns, site migrations and even the addition of a single page of content Case studies and client testimonials Emphasis on our efforts to be thought leaders in the space (aka "shameless plug for my blogging efforts over the years")
21.
Proposed Scope of
Work THE best proposal there is! Skip the step between pitching and “proposing” Outline exactly what you are recommending in your SOW format http://marketingmentor.net/p/download.asp?fileName=WD1233 © 2010 EmpowHER – Company Confidential 16
22.
Thank you! Kimberly
Koehly Director, Channel Sales - EmpowHER Certified Partner – The Whale Hunters 602.722.0149 kkoehly@empowher.com kimberlyk@thewhalehunters.com @kimberlykoehly http://www.linkedin.com/in/kimberlykoehly © 2010 EmpowHER – Company Confidential 17
Télécharger maintenant