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In This Issue
Winning More of Your Proposals |
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Upcoming Events
- The Power of Your Pen™
Mastermind Group - begins June 7, 2007
- Self-Driven Success Retreat for Women - October 12-14, 2007
- NAWBO U - Why Brand Matters, May 21
- Marketing Essentials - Entrepreneur Connection, May 17
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Motorcycle Mama makes debut at
Atlanta trade show
That's me, Kathy Garland, on the motorcycle. It's a good thing it was inside in a trade show booth because I'd have no idea how to make it go! Thanks to the folks at InControl for this fun marketing idea to draw people into their booth. |
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New Newsletter Format
You are receiving this email because you are on my newsletter list for The Sales Connection or you are on my mailing list to receive notice of upcoming classes and events.
This month I am making the switch to Constant Contact to help me better manage my database and keep track of my communications with you. Thank you for reading this email and my pledge to you is to bring you practical ideas and tips to help you grow your business.
You'll receive a longer newsletter once a month and occasionally will hear from me in between to inform you of classes and workshops that will help you increase your sales and grow your business.
Constant Contact is a great tool if you haven't considered it for your business. And to remind you, at the bottom of this email, there is an unsubscribe link if you no longer wish to receive communications from me.
In this issue, I will share some thoughts with you on making the most effective use of proposals. See below for my comments. |
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Winning More of Your Proposals
If you sell business-to-business products and services, chances are you use proposals as part of your sales process. Traditionally a proposal follows a presentation or series of sales calls and is the document that presents the solution and the price.
On a recent conference call with a group of affiliates for a sales management system that I represent, we discussed how to use proposals to sell more effectively.
Adding Value to Proposals
According to Allan Ellison, co-founder of ASA Sales Systems, in addition to the standard content that includes the overview of the problem, the solution offered and the cost to the customer, the best proposals must have the following elements:
- How your solution will help the customer eliminate the problems they face
- An outline of the financial impact to the company if they do not choose your solution
- Benefits to your solution - why your solution is better than others and why yours can solve the problem
Working Conversations
Al Lencioni, the other co-founder of ASA Sales Systems has used proposals for years to have a conversation with the customer. "I always give them a working document before we're ready to address the final proposal. This gives me a chance to ask them if I understood them correctly while I still have time to address it."
Giving a proposal to a customer without discussing it first often drives the sales person into a corner with no options. Discussing the options and solutions along the way is a consultative process that builds relationships and sales.
Make sure you plan several steps in the sales process to discuss potential solutions, understand the impact and discuss your recommendations before a final proposal is due.
The final proposal then becomes a working document of what you will deliver and requires the customers' approval. The problem is in their hands to solve and your job is to prove to them via conversations and written document that you will solve it for them.
So the bottom line to win more of your proposed business is to:
- Add more steps into your sales process to make sure you thoroughly understand the problem and give your customer an overview of your solution.
- Make sure you include the cost of the problem to your customer.
- Include what it will mean to your customer to have the problem go away. Use the customer's own words for this.
ASA Sales Systems is a company that offers a sales management system, which is an innovative approach to sales management and sales growth. I am an affiliate for ASA Sales Systems because it helps sales people increase their sales. Al and Allan, the co-founders, have been successful in sales for years and are masters at the process. If you would like to learn more about M-Power, check out my website at www.quantapartners.com and click on the M-Power logo on the lower left, or go to www.asasales.com. |
The Power of Your Pen™ Mastermind Group begins June 7, 2007
Feeling stuck? Not sure what's next? Unleash your personal power by signing up for The Power of Your Pen Mastermind Group. Learn secrets to making more of your goals and dreams come true. Participate in this amazing experience and watch your goals unfold.
- learn how to set powerful goals and intentions
- develop clarity and focus to help you break through the noise in your mind
- reduce stress
- develop a more positive, empowered attitude and focus
- learn from others in the group
What people are saying about The Power of Your Pen:
"Kathy has been an incredible mentor, effectively coaching me in the process and value of written declarations. Her guidance has propelled me into a level of professional mastery I never would have envisioned was possible." - Rita, sales manager, San Diego, CA
"I've generated about 110% increase in income in the last two years." - Candy, independent sales professional, Dallas, TX
"Kathy Garland's class is straightforward, deceptively simple, and extremely powerful. By committing to write my declarations (Garland coaches you to make sure they're as powerful as possible) daily, and checking in every other week on a conference call, I can honestly say I have not missed a day of writing. Trust me when I say this is a big achievement for me! I even remembered to take my journal with me on a recent trip to Seattle." - Dianna Amorde, Business Consultant, Dallas, TX
The Power of Your Pen Mastermind Group is a three-month program that consists of six teleclasses, twelve weekly support emails and a bonus coaching call with me to develop powerful goals that inspire you to take motivated action and create new results in your life.You do not need to be a writer or even like to write for this program.
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Self-Driven Success Retreat for Women, Oct 12-14, 2007
Do you find it difficult to set aside time for planning and thinking about your business? Do you work more IN your business than ON your business? If so, join me for the 2008 Self-Driven Success Retreat for Women on October 12 - 14, 2007 in Paradise, Texas.
- Take time for yourself
- Think through new ideas and focus in a calm, relaxing environment
- Break through limitations that hold you back
- Make new connections with like-minded business women
- Get input on your ideas and plans from other successful women
- Walk out of the weekend relaxed and clear on your next steps.
What people are saying about the Self-Driven Success Retreat:
"I've attended 3 of Kathy's retreats and have been tremendously successful in implementing her program in my business." - Peggy, packaging consultant and business owner, Plano, TX
"Kathy provides the tools for taking action, making changes, and overcoming obstacles. She is extremely resourceful and creative, and she will help you get what you want." - Brenda, mortgage consultant, Plano, TX
"With Kathy's support and belief in our vision, Howard and I have both started our businesses and couldn't have done it without her!" - Leslie, internet marketing business owner, Austin, TX
A limited number of spots are available for this weekend. Register and pay for the seminar by May 30 and receive a business book we'll use for the retreat plus a dynamite set of CDs titled Bringing Out Your Best. This is a six-set CD series to help you sell more, develop stronger relationships, reduce your stress and focus on what you want. The CD set normally sells for $59.95 and is yours free when you register for the retreat and pay in full. Payment plans also available for the retreat. Click here for more details: http://quantapartners.com/download/SelfDrivenSuccess.pdf
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NAWBO U: Building Your Brand On May 21st, I will be speaking at NAWBO U, an educational program offered by National Association of Women Business Owners DFW chapter. This is a very efficient way to learn key strategies for your business growth.
Most people think that advertising is branding and that it is for large corporations with big advertising budgets. However, your brand is the reputation of your business and exists in the minds of your target audience. In this workshop you'll learn why strong brands are more profitable than brands that don't stand out and what to do about it. You'll also discover practical tips and strategies that work for small businesses and individuals to build your brand and communicate your unique selling proposition. To register for NAWBO U, please visit www.nawbotx.org. For more information, call me at 972-529-6744 or email kgarland@quantapartners.com. |
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Marketing Essentials Starting a business? Want to learn more about marketing and branding? I'll be speaking at the Entrepreneur Connection in Double Oak on May 17 on Marketing Essentials. For more information, contact me at 972.529.6744. | |
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