SALES

MANAGEMENT
EXPERIENCE
How to Create a Winning Sales Pitch
Little bit about myself..
Hi, My name is Byan
Individual Purchase Process

6. Love
5. Buying
4. Intention
3. Shopping
2. Consideration
1. Awareness
What Do Potential Partners Care About?

THEMSELVES!!
Their Needs, Desires
What Do They Buy?

SOLUTIONS!!
What You Should Know About Your Them?

Target Who are they decision maker?

Needs, Desires What do you need to solve?
Value Perception Their perceived value equation.
The Value Equation

Value = Benefit/Cost
Before You Do Anything Else
Sell yourself
Know your product
Know the value equation
Know your competitor
Know why they should have partnership with you
instead of your competitor
What are we talking about?

Selling is the face-face meeting.

But in order to sell you have to get face to face.
Were going to discuss how to get there.
How to Write a Winning
Proposal
writing sales proposals that will win your project.
What is a Proposal?

A proposal is a request for financial assistance to implement a

project

Funding is sought, in whole or in part, from government funding

agencies, charitable foundations, businesses, individuals, and
other sources
Proposal Context
Proposal writing is a skill and requires considerable knowledge
in many disciplines.

If you do not have proposal writing skills, your organization will

not obtain the funding required to carryout its projects

These materials will help you identify issues relevant to your

proposal
Your proposal should
demonstrate that your project
will:
Provide benefit to an area or a community
Have a high probability of success
Address a strategic priority
Demonstrate need for financial assistance
Have stakeholder support
Be consistent with development strategies
How to Deliver?
Strategic Planning

Proposal Writing

Project Management
Research the potential partner
(Use these questions to get the discussion started)

What is their problem or issue?

Why is this problem important to them?
What parts of their business are affected by this problem?
What corporate goals that are not being achieved due to this problem?
How will they measure the success of the project you offer?
From all of these success measures, which one that is most important to them?
What, precisely, will we propose?
How will we do this work?
What proof can we offer that we are qualified and competent?
What quantitative promise (value proposition) are we willing to make?
How can we demonstrate that the value we propose to offer is credible?
CONTENT OF
PROPOSAL
The Proposal - Key Components
1. Covering letter
2. Executive summary
3. Introduction of your organization
4. Outline of opportunity/need
5. Project description - an outline of how you will meet the opportunity/need
6. Budget
7. Recognition and ongoing donor stewardship
8. Other information as may be requested

Now, to expand on each key component . . .

1) Cover Letter
Similar content to your letter of inquiry

1 to 2 pages, max - concise

Signed by best person - chair of your governing body,

minister, someone who knows the contact

Brief outline of how your project relates to their interests

Impact/outcomes - who benefits?

2) Executive Summary
Write it last and devote time to it.

1 to 2 page stand alone overview.

Effective executive summaries are structured like this:

Problem, need, or goal.

Expected outcome.
Solution overview.
Call to action.
3) Introducing You
Introduction of your organization:
Who are you?

What do you do?

Whom do you serve?

What have been your successes?

Never assume their knowledge.

They may know of you but not really know you or understand what
you do.
4) Outline of Opportunity
How was your need identified?

Research undertaken to support conclusion?

Is the issue solvable?

Implications if issue not resolved?

If you have clients, people who use your services, give them a
voice here.
5) Project Description
a) Goals and objectives

b) Outcomes

c) Human resources required - staff, volunteer

d) Strategies, methods and timelines

e) How the project will be evaluated

Now for the project descriptions components . . .

5) Project Description
a) Goals and Objectives

Goals - your vision statements

Broad ideas beginning with phrases like:
To enhance . . .
To provide . . .
To improve . . .
To advance . . .
5) Project Description
a) Goals and Objectives

Objectives - how you will accomplish your goals

Measureable
Qualitative vs. quantitative
Clear, distinct beginning with phrases like:
To increase/decrease . . .
To reduce/eliminate . . .
To recruit/update
5) Project Description
b) Outcomes

The results of an activity

The impact of a service
Measurable - How will you know youve achieved your goal?
5) Project Description
c) Human Resources

Who will be leading the project?

Why are they uniquely qualified?
Outline experience, special skills.
Who will be doing what specifically - staff? volunteers?
Key contact person
5) Project Description
d) Strategies, Methods and Timelines
Outline your methodology
How will the project be carried out?
Any innovative approaches?
Ensure your projects goals, objectives and strategies/methods
relate to each other.

When will things get done?

5) Project Description
e) Evaluation

Who will be doing it?

When?
What data will be collected and how?
How will success be measured?
6) Budget
Keep it easy to read, clear. (narrative model)

Align budget with the projects outline.

Include total costs, a contingency amount and your ask.

Will more financial support be needed? From whom?

7. Recognition
Recognition and Ongoing Donor Stewardship
How will you recognize them?

What does the they expect/want?

How will you keep them informed of results?

8. Other Information
Other information as may be required

Financial statements
Names of members of your governing body
Your legal registration
Names of others partnering with you
Quotes, testimonials, letters of support, references
The Proposal Tips (1)
Who should/could write your proposal?
Someone who:

knows your project well

is passionate about the project
has excellent writing skills
has time to focus
You may hire an outside writer who specializes in writing
proposals. She/he can be informed by those knowledgeable and
passionate about your project.
The Proposal Tips (2)
Believe that someone wants to give you money.
Keep things simple - the content of your proposal far outweighs
the packaging.
Keep it professional - the proposal represents you.
Customize your proposal to your donor
Frame your request in positive terms and how your work will
make the difference.
The Proposal Tips (3)
Avoid in-house jargon. Define all acronyms.
Try to direct your proposal to a person and not use To Whom it
May Concern.
Enhance with pictures, diagrams, charts to bring project alive;
remember to credit your sources.
Use the active voice.
Use spell check plus grammar and style check functions on your
computer - then proof read again.
The Proposal Tips (4)
Number all pages.
Place your name and date in the footer.
Begin early - give yourself lots of time to prepare, to review, to
consult and to redraft.
Get your proposal in on time.
The Proposal Tips (5)
Check the detail carefully.
Are names spelled correctly?

Get a second opinion from away.

Can they understand it?
Is it logical, coherent, easy to read?
Does it interest them?
Does it move them?
Then, Whats Next?
Prepare for the Sales Call
Package yourself
No negatives
Research client
Be on time
Be observant
VIDEO
Any Alternatives
But be careful
 CONCLUSION
Savor your successes - they will come!
If at first you dont succeed, remember no can often mean not
now.
Learn from your experience then try again!

You miss 100% of the shots you never take. - Wayne Gretzky
Now
Now Get
Get
to
to Work!
Work!