Presentation of the commercial proposal

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It’s time to get our hands dirty and build the long-awaited presentation. One point to note is that we tend to worry a lot about design – which is a valid point, but in this presentation, design is not the central message.

You have a lot of information to make the best presentation this client has ever seen.

Then do it. Design is the icing on the cake to deliver the message with a good appearance.

Choose to make the presentation in person. When the client cannot set aside time to meet with you, this is a bad indicator that they are not your ideal profile.

Taking advantage of this point, only send the georgia whatsapp resource proposal via email after you present it . Also, go to the meeting with confidence. You are on your way to presenting the solution to a problem.

Below I indicate the points that a successful presentation should have:

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1. Problem

Remind the client why you are bringing this proposal to them. Use quotes that they said in the briefing meeting, look for something striking. The intention is to show that you were interested and understood their problem.

2. Objective

Make the objective of your commercial proposal clear in one sentence. It seems obvious, but many people confuse objective with solution, when the objective is the means, not the end.

Example: “Quintuple the current number of sales opportunities generated by marketing ” instead of “Inbound Marketing Proposal.”

3. Ideal scenario

You have shown that there is a problem/difficulty and that you have a goal to solve it. Now it is time to show what should be done to achieve that goal.

Using the example above, one of the tactics to quintuple your opportunities could be to increase site traffic by 10x. There is no need to go into the details of the tactics now, we will do that later.

4. Current scenario

This part is one of the most important. You must make a comparison of the current scenario in relation to the ideal one.

Continuing with the same example, will the site traffic increase by 10 times with the activities currently being carried out? The answer should be no, otherwise you would have already achieved this.

5. Competition

An effective way to give a sense of urgency to what you are proposing is to analyze and show how your competitor is doing well. Use this to your advantage and show the ocean that you have to tap into.

6. Tactical action plan

Well, we have already been able to demonstrate that we have a strategy for the success of the company and now we will show the way we will use to get there.

It is simply a matter of taking the points mentioned in the ideal scenario and listing the activities required for each one. This is a good time to align expectations of when the activity will start and end.

Examples:

Tactic #1: Increase site traffic by 10x over 8 month period.

Optimize the SEO of the current blog. Activities: define keywords, review and update all posts with the best SEO practices, publishing them on social networks.
Do this for all tactics and their respective activities.

7. Investment

Don't be afraid to talk about how much your work is worth! And don't leave this information for last. One very valuable thing I learned was: put the value you think is fair for your work and let the client say if it's high or low.

Don't judge your price, let your customers judge. From the feedback you receive, you will find the ideal value.

Price is a perspective. Always remember that it needs to be seen as an investment – ​​and that every investment is expected to have a return . If you give the image of cost, any price you set will be expensive. The great advantage of Inbound Marketing is its high ROI (return on investment) measurement capacity .

8. Sleep alignment

This is where you strengthen your sales pitch. Your customer has a dream, and if you've done your homework correctly, you'll know what it is.

Align expectations by again citing the ideal scenario and showing that you have a job that needs to be done and how eager you are to get started. End the presentation by embracing this dream.

For example, if you are in second place in the market and want to outrank your competitor, you place a podium where your brand is in first place and add a phrase that makes sense in this context: are we going after that first place or not?

Keep expectations within the realm of reality, setting achievable results in the short, medium and long term. Correct alignment of expectations is what will ensure the longevity of your contract.

To help you constantly improve your presentation performance, here's a little extra advice: practice, practice, practice and… practice again!