@kyleracki

CLOSING THE

DEALProposals That Sell.

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PROPOSALS DON’T WIN DEALS. PEOPLE WIN DEALS.

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ABOUT ME

Designer, marketer. Former agency owner. CEO of proposify.biz

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PROPOSAL WOES…

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THE LAGOON OF LOST PROPOSALS

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PRICE SHOPPING

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Getting beat out by competitors

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PROPOSALS ARE PART OF YOUR MARKETING FUNNEL.

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Send fewer proposals to more targeted leads.

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BEFORE THE PROPOSALQualify the lead. Is this a perfect fit?

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THE GATEKEEPER

Hire an opener to qualify leads.

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THE STRUCTURE

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EXECUTIVE SUMMARY

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EXECUTIVE SUMMARY

• Not a summary

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EXECUTIVE SUMMARY

• Not a summary • Pique interest

@kyleracki

EXECUTIVE SUMMARY

• Not a summary • Pique interest • Sell the big idea

@kyleracki

EXECUTIVE SUMMARY

• Not a summary • Pique interest • Sell the big idea • Write before AND after We’ve written an entire post on executive summaries.

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Avoid talking about tech jargon.

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Talk about what the tech can do for your client.

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CASE STUDIESProve what you can do

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We’ve tested and they work.

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Make them recent. Old work can make you look bad.

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SCOPE & DELIVERABLES

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PRICING

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You’re not a lawyer. Stop charging hourly. It hurts your chances of closing.

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How to calculate value-based pricing.

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TIMELINES

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COMPANY & TEAM

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TERMS & CONDITIONS

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MAKE IT EASY TO SIGN

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WHAT IS PLAIN WRITING?

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What it’s not.

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PLAIN WRITING

• Concrete

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PLAIN WRITING

• Concrete • Simple

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PLAIN WRITING

• Concrete • Simple • Positive

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PLAIN WRITING

• Concrete • Simple • Positive • Verb-driven

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PLAIN WRITING

• Concrete • Simple • Positive • Verb-driven • Uses everyday words

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YOUR PROPOSAL IS A REFLECTION OF YOUR BRAND.

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How do you want to look?

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DESIGN

• Good typography • Large, high quality images • Bold, contrasting colors

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THE PITCH.

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Sell to the croc brain.

Don’t sell to the neocortex. The croc brain processes information first.

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Local star power.

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Busting power frames.

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Tell a story

Read the full post on neuroscience for closing deals.

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MEAT OF THE PITCH

• The Big Idea

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MEAT OF THE PITCH

• The Big Idea • Value prop

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MEAT OF THE PITCH

• The Big Idea • Value prop • Secret sauce

@kyleracki

MEAT OF THE PITCH

• The Big Idea • Value prop • Secret sauce • Competition

@kyleracki

MEAT OF THE PITCH

• The Big Idea • Value prop • Secret sauce • Competition • Scope and budget

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Enforce a deadline for a decision.

@kyleracki

WHAT IS PROPOSIFY?• Streamline sales process • Create beautiful proposals faster • Know when and where your client looked • Impress your clients • Fast, easy client sign-off

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Try it for free