How to win more business

What makes people buy your services?

If you can answer this question you are on the way to winning more business.

Many new work proposals concentrate far too much on the features of the service i.e the history of the firm, the strength of the team, the years of experience etc.

But do these features really matter to the customer?

No!  What the customers want is a service that brings real benefits to their own businesses.

The marketing jargon is to be “customer focussed” or “market centric“ but what this really means is that the services provided are delivered with the customer’s needs in mind at all times.

So your first consideration in producing the sales proposal should be what benefits will my services bring to my customers.

Secondly find out what are the key issues that are currently affecting the customer and then consider how your services will directly address these issues. If this is achieved then you have identified a clear need for your services and it is then a case of explaining how your services will directly meet this need.

As you prepare your sales proposal keep asking yourself what are the customer’s needs and what are your solutions. This approach focussing on the customer’s needs will position you as a problem solver and make you far more likely to be successful.

So next time a new work proposal hits the desk, forget the old style proposal and think afresh.

The task in hand will be far more interesting and will significantly improve  your chances  of gaining those new business wins.

For further advice please contact us on 01223 728222 or email pem@pem.co.uk