COURSE DETAILS
Five Core Modules
Module 1 - Defining Your Differentiators
The key to persuading buyers is to understand your unique value compared to their other options, whether that’s a competitor or internal. In this module, you’ll learn exactly how to define your value to speak to the buyer’s goals, plus:
Discover your customers biggest goals, current challenges, and their hopes and fears
Uncover your competition’s selling points and neutralize their advantage
The easy-to-follow win theme formula that helps you show the customer why your company is the best choice to solve their problems
Module 2 - Gathering Essential Resources
Nothing is harder than writing on a blank page, and that’s why there is an entire module dedicated to helping you find content to get started. Here you’ll learn:
Sources of content inspiration that you likely already have on hand
The key pieces of information you should start documenting before you ever begin writing
What company metrics you should identify to logically persuade buyers
Module 3 - Persuasive Proposal Writing Tactics
Once you have a starting point of content and key metrics, how do you actually write your proposal content? Module 3 is all about different writing techniques and how to use them to showcase your value and make your proposals more persuasive and enjoyable for the reader. You’ll walk away from this module with a transformed way of writing with plenty of templates and worksheets to help you along the way. Expect to learn:
How to incorporate storytelling into your proposal and why this is an effective sales tactic
The two persuasive writing techniques that tap into the buyer’s emotions and allow them to justify working with you
The technical writing formula that transforms dry technical content into customer-focused sales material
How to choose the right words on the page and common writing mistakes to avoid
Step-by-step workbooks to get started
PLUS a Proposal Word Bank (more on that below!)
Module 4 - Writing Your Proposal Content
The most exciting section of the course, this is where you will learn how to write each key section of your proposal in detail, with real-world examples, formulas, and templates to make writing easy. See in action real proposal content and understand how the different persuasive writing techniques from Module 3 work together to create a strong proposal that sells for you even if you aren’t there to talk to the buyer.
Topics covered in this module include:
What is a content library and why do you need one (plus – how to create your own!)
How to make your boilerplate customizable for each proposal
Why the Proposal Cover Letter is the most underutilized section and how to make yours better
The secrets of Executive Summaries and how to write your own
What to include in the Team Overview section to showcase your experts
How to write informative and engaging product overviews
What you need to include in your Project Approach section
What is the “Qualifications” section, and why it should replace your company overview
How to establish trust and credibility with references, case studies, and testimonials
The dreaded “Anything Else” section and how to address it
PLUS templates for each section!
Module 5 - Creating a Repeatable Proposal Process
Creating a single winning proposal is great, but the secret to reliable revenue is having a repeatable process in place that allows you to identify and pursue the right opportunities at the right time. Module 5 covers an easy-to-implement proposal process that can scale with you as your business grows, making proposal writing easier and more streamlined. Key topics include:
The proposal workflow that is used at every major company and widely recognize as the industry standard
How to assess the competitive landscape for a specific opportunity to determine if you can win
Using the Go/No Go process to discover if you should NOT create the proposal
How to create your proposal outline in a way that saves you time
What you can do to personalize your boilerplate content for a specific proposal so the customer loves it without having to write from scratch each time
The design elements to include in your proposal so it makes your proposal easy-to-read and stands out
What is the proposal debrief and how to conduct it
