February 9, 2007
Top 10 Reasons Why Proposals Fail
Ben Yoskovutz over on the Instigator Blog gives us a quick reminder on the pitfalls of the proposal. As he says: we all work so hard, we deserve more business but we keep shooting ourselves in the foot. Ten handy tips:
- They’re too long.
- They don’t reference the prospect’s pain
- They’re too technical.
- They’re not selling benefits.
- They’re not well structured.
- They’re poorly formatted and packaged.
- They’re missing testimonials and client references.
- They’ve got spelling and grammatical problems.
- They’re missing a thank you.
- There’s no call to action.
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