The,Magic,Formula,Success,But, marketing The Magic Formula of Success

Automation technologies represent a fundamental aspect of any modern industry. The major types of industrial automation solutions, such as DCS, PLC, SCADA, and MES, are used on a large-scale in process and discrete industries.DCS technologie Awhile ago, I got an email from one of the "gurus" I follow and it shocked me. The gist of it was this person wanted to trade services for a household item.To say it floored me would be an understatement.What was worse was a few days later t

But imagine if you could ensure that your proposals won morebusiness than even before. Could you even go as far as thinking how insix months time you looked back on today and remembering that today wasthe day you learnt how to double your success rate?You may not have asked yourself just how important great testimonialsare to succeeding in business, or even why your prospective clientsreally want to know precisely if your service will work for them. So when you are next faced with a proposal to complete and you reachinto your filing cabinet to pull out your testimonials, you should beable to realise precisely how your existing clients put a value on yourservice. By the way if your existing testimonials are either non-existent or even if they do not accurately reflect the way you can uniquely position massive value to your client, then now is the time to look at our value proposition workshop,because to write winning proposals, not only MUST you know your uniquevalue proposition – you MUST know precisely what value your prospectiveclient puts on your service or product.By the way, in case you are not already aware of it, that is the magic formula for success– You MUST ensure that you get YOUR prospect to put a value on owningwhatever you are hoping to sell. The value of ownership must be greaterthat the cost to purchase. In fact that is exactly the rationale all our clients use before they decide to buy our services. So once you have asked the right questions, beencompletely straight with your customer and they have told you that theysee exactly how you can provide specific value (You must know by nowwhat that value is) you need to write your proposal. You probably won’t need our help as long as you feel completely confident that you can write your value propositionin compellingly influential language. Let me give you an example of astatement, that if it applied to you might even compel you to take alook at our sales services. “If you had a desire to grow your business by 100% in one year, andif you are already turning over €500k per annum with a gross profitmargin of 30%, this would yield an additional profit of €300k, wouldyou be interested?” OK, so were you starting to do the maths, like a one of the peoplethat I once met with did? If you were then you probably realise howpowerful statements like that could be in the opening paragraph of anyproposal that you delivered to your potential prospects. Now you have clearly demonstrated the value the customer will get,and by the way it could also be expressed in non-monetary terms, suchas feelings, especially if you were selling something like a BMW. Thenext step is to present evidence of how the customer will definitelyobtain that value. This again can be done through testimonials or reference visits, orcould be by proposing a pilot project with clear success criteria, oreven guarantees similar to the puppy dog sale, such as; “Why don’t youbring this puppy home and if your six year old daughter doesn’t love itin 2 weeks, we will take it back and you don’t have to pay us a penny.”Now you know the essential aspects of writing a winning proposal. Ifyou wanted a structure for the key sections of a proposal, it could besomething like this. Executive summary – hereyou state pains and desires of the customer and precisely how they willbenefit from your offering along with a short summary of what iscontained in the rest of the proposal Back Ground to proposal – hereyou look at the customer’s business, what their key issues are and whythey need the solution that you are proposing and indeed why they can’tdo it themselves. Value Proposition - Now writeabout the unique of your offering and specifically how it isdifferentiated from competition and how it will precisely solve thecustomers issues and will deliver value. Implementation plan – give the customer timescales and deliverables and indeed what is expected from their side. Testimonials and case studies – examples of similar implementations and the results achieved About You – Now and Only now you write about who you are and what is great about your company Technical Appendix – If there are technical specs or features – include them here in the appendix. If you follow these guidelines then you will soon find yourself winning more business, it is really that simple, trust me! You may not even be aware of how powerful thelanguage you use everyday is and as you start to use some of thetechniques that my executive coaching clients or my sales coaching clientshave learnt, you could continue to use Influential Language to writeproposals that Win the Business for you, with more positive resultsthan even you thought possible. If you feel that there are even more ways that wecan help your business now, to confirm where that help could be and howwe will significantly add value to you and your business, you may now decide to book a business health check.