The 2 biggest deals I closed last year, said yes within 1 hour of me submitting my proposal.
Is it because I’m phenomenally good at what I do? Probably not, given I had to use spell check to help spell the word ‘phenomenally’.
Is it a coincidence they both said yes so quickly? Maybe.
But, when I asked why they selected Trinity over the competition, there were some consistent themes:
- We took the time to really listen, to probe and ensure we absolutely understood their brief. Lots of conversations, back and forth, clarifications.
- Each proposal was written from scratch. No templates, no boilerplates. Not only were they written from scratch, they focused in detail on a) what we understood they wanted and b) precisely how we intended to deliver those outcomes. Each proposal read like they’d written it themselves.
- They told me how visually strong our proposal was, because we do judge a book by its cover, so if a proposal document looks amazing, it creates confidence about the whole program of work.
- The last consistent theme from both clients was all of the extra value we added into our proposal. I learned once that ‘everyone wants and deserves a good deal’ but a good deal isn’t simply the one with the cheapest price, it’s the one with the most value.