Persuasive Business Proposals: Writing to Win More Customers, Clients, and Contracts, Third Edition
- 5h 10m
- Tom Sant
- AMACOM
- 2012
Writing a winning proposal has always been an important part of sales. In recent years it has become vital. But many companies are still cranking out confusing, unpersuasive proposals and RFPs - few of which result in new clients or contracts. Now everyone can dramatically boost their success rate with the third edition of Persuasive Business Proposals. This classic guide explains how to craft compelling messages and powerful proposals that attract prospects' attention and speak to their needs. The new edition includes more valuable information than ever before, including: essential questions for qualifying opportunities; ways to "power up" cover letters and executive summaries; advice for overcoming "value paranoia"; guidelines for incorporating proof into a proposal; and tips for winning renewal contracts. Most people find proposal writing to be tedious and time-consuming - and their documents show it. With clear instructions as well as before-and-after samples, Persuasive Business Proposals takes readers step-by-step through a highly effective process for writing customized packages that capture new business.
In this Book
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A Good Proposal Is Hard to Find … But It’s Worth Looking
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Recognizing Reality
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Rushing to the Exits
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Understanding Persuasion
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Winning by a NOSE: The Structure of Persuasion
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Seven Magic Questions: How To Develop a Client-Centered Message
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Why the Inuit Hunt Whales and Other Secrets of Customer Behavior
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The Cicero Principle: How to Avoid Talking to Yourself in Print
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Fluff, Guff, Geek, and Weasel: The Art of Saying What You Mean
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Weaving Your Web: How to Pull It All Together Right from the Start
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Letter Proposals
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The Structure and Key Elements of Formal Proposals
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Writing the Business Case
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Recommending and Substantiating Your Solution
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Persuasive Answers to RFP Questions
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Presenting Evidence and Proving Your Points
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Gathering and Tailoring Reusable Content
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Deal or No Deal?: Qualifying the Opportunity
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An Overview of the Proposal Development Process
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The Pursuit of Perfection: Editing Your Proposal
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The Packaging Is Part of the Product
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Presenting Your Proposal
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Tracking Your Success
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Creating a Proposal Center of Excellence
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Special Challenges
