By Tom Sant

ISBN-10: 0814451004

ISBN-13: 9780814451007

Writing to Win clients, consumers, and Contracts

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Extra info for Persuasive Business Proposals: Writing to Win Customers, Clients, and Contracts

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It probably explains why you're reading this book-to figure out how to write better proposals that will sell more. Obviously, you should write proposals that are both solicited and unsolicited, that is, proposals produced in re- Page 13 sponse to RFPs or informal requests and proposals produced without any encouragement at all. Because they're more focused and show more particular knowledge of the recipient, unsolicited proposals can be more effective than direct mail at generating interest and awareness among the population of potential clients you're trying to reach.

If you can base your proposal on the same belief and can demonstrate how you would act on it, the receiver's attitude toward you as the most suitable vendor will change in a positive way. However, if you send out a canned proposal, one that emphasizes the ruggedness and durability of your machines, you will not be addressing the client's basic belief. As a result, you may not persuade him or her to choose you. Channel The channel is the medium by which your message is delivered to the receiver.

Remember that different receivers respond differently to the same message presented in a particular medium. A decisionmaker who likes to study information in detail and who tends to be an introvert will prefer to base decisions on a written proposal. A more intuitive decisionmaker, by contrast, would probably glance through the details in a written proposal but rely most heavily on any accompanying presentation and the overview elements. No matter what delivery medium you use, the proposal must be persuasive.

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Persuasive Business Proposals: Writing to Win Customers, Clients, and Contracts by Tom Sant

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