As a marketing speaker and marketing coach, I'm often asked to review my clients' proposals to help them land 5- and 6-figure training, speaking, and consulting contracts.
The #1 most powerful strategy that will increase your hit rate no matter what you're selling is to be clear and explicit about your client's expected Return on Investment (ROI) -- using their OWN numbers.
For example, take a look at this suggestion I made to one of my amazing management consultant clients last week... and see how YOU can model a similar section on page ONE of every proposal YOU send out...
- Average salary of front-line manager: $38,500 (this number needs to be provided by your client - always use THEIR real number, don't guess or assume)
- Salary value of 100 program participants = $3,850,000
- Cost of program (program investment + materials fees) = $21,500
- Making managers 10% more effective = salary value (saved time, saved money, reduced turnover, increased performance) = $385,000
- Return on Investment = 385,000/21,500 = 1,790%
Start putting THAT front and center in your proposals and stand back!!
What do YOU think? Please use the COMMENTS area below to share your advice, insights, and recommendations on this topic...
