Infront Artists the social network and content sharing hangout for industry creatives. For all artist and creative professionals, in music, film, tv, fashion, theatre, dance, photography, publishers and more.
Coffea is useful for treating insomnia headaches toothachesPranav Pandya
Ripe and roasted coffee beans are used to prepare the homeopathic remedy Coffea, which is used to treat extreme mental activities that result in insomnia as well as intense sensitivity to pain.
Este documento presenta la página web de Luz Marina, la cual contiene secciones para grados séptimos, tecnología e informática para séptimo grado y sexto grado, una sección de trayectoria que muestra páginas web anteriores, y una sección de recursos con herramientas para páginas web. Cada sección proporciona información y materiales sobre temas o proyectos específicos para estudiantes.
Mi contexto de formacion:
MISION Y VISION DEL SENA
SIGNIFICADO DE LOS SIMBOLOS (BANDERA, ESCUDO, HIMNO Y LOGOTIPO DEL SENA).
LOS ROLES DEL APRENDIZ Y DEL TUTOR VIRTUAL.
LOS SERVICIOS QUE PRESTAR EL BIENESTAR AL APRENDIZ SENA.
LA FUNCION DE LOS SISTEMA DE ADMINISTRACION DE APRENDISAJE (PLATAFORMA BLACKBOARD) Y DE GESTION ACADEMICA (SOFIA PLUS ) EN SU PROCESO DE FORMACION.
Proposed Amendments to the Apprentices Act, 1961ADP India
ADP presents newsletter on Apprentice Act. The Apprentices Act, 1961 was enacted with the objective of regulating the program of training of apprentices in the industry by utilizing the facilities available therein for imparting on-the-job training. The Act makes it obligatory for employers to engage apprentices in designated trades to impart apprenticeship training on the job in industry to school leavers and ITI pass outs, Graduates engineer, Diploma holder and Certificate in 10+2 vocational stream to develop skilled manpower.
Read More at: http://www.adp.in/resources/newsletters/Strictly-Statutes-July-14.pdf
Infront Artists the social network and content sharing hangout for industry creatives. For all artist and creative professionals, in music, film, tv, fashion, theatre, dance, photography, publishers and more.
Coffea is useful for treating insomnia headaches toothachesPranav Pandya
Ripe and roasted coffee beans are used to prepare the homeopathic remedy Coffea, which is used to treat extreme mental activities that result in insomnia as well as intense sensitivity to pain.
Este documento presenta la página web de Luz Marina, la cual contiene secciones para grados séptimos, tecnología e informática para séptimo grado y sexto grado, una sección de trayectoria que muestra páginas web anteriores, y una sección de recursos con herramientas para páginas web. Cada sección proporciona información y materiales sobre temas o proyectos específicos para estudiantes.
Mi contexto de formacion:
MISION Y VISION DEL SENA
SIGNIFICADO DE LOS SIMBOLOS (BANDERA, ESCUDO, HIMNO Y LOGOTIPO DEL SENA).
LOS ROLES DEL APRENDIZ Y DEL TUTOR VIRTUAL.
LOS SERVICIOS QUE PRESTAR EL BIENESTAR AL APRENDIZ SENA.
LA FUNCION DE LOS SISTEMA DE ADMINISTRACION DE APRENDISAJE (PLATAFORMA BLACKBOARD) Y DE GESTION ACADEMICA (SOFIA PLUS ) EN SU PROCESO DE FORMACION.
Proposed Amendments to the Apprentices Act, 1961ADP India
ADP presents newsletter on Apprentice Act. The Apprentices Act, 1961 was enacted with the objective of regulating the program of training of apprentices in the industry by utilizing the facilities available therein for imparting on-the-job training. The Act makes it obligatory for employers to engage apprentices in designated trades to impart apprenticeship training on the job in industry to school leavers and ITI pass outs, Graduates engineer, Diploma holder and Certificate in 10+2 vocational stream to develop skilled manpower.
Read More at: http://www.adp.in/resources/newsletters/Strictly-Statutes-July-14.pdf
This document discusses how positioning is important for businesses to communicate their value to clients. It recommends that businesses clarify their positioning by answering three questions: 1) Who do you serve? Clearly defining ideal client characteristics helps target the right clients. 2) What do you do for them? Specializing in a specific expertise increases perceived value over trying to do everything. 3) How are you different? Identifying differences from competitors by understanding what matters most to clients allows businesses to better meet client needs and sell their services. Answering these three questions helps businesses boost confidence, clarity and revenue through a strong, specialized positioning.
High-Value Marketing: Who's Paying Attention to You?remarqio
Permission marketing is more effective than interruption marketing at increasing perceived value and fees for consultants. Permission marketing involves potential clients willingly giving their attention in exchange for valuable content like newsletters, blog posts, white papers, or webinars. Consultants should choose permission marketing channels they can consistently deliver high-quality content through, like writing, public speaking, or podcasts. Proving expertise through permission marketing establishes consultants as authorities and gathers qualified leads.
Skip The Pitch: Getting Smart About Crafting A High-Value Sales Approach remarqio
This document discusses moving from a high-pressure sales pitch to a high-value sales approach when working with clients. It recommends taking time for a diagnostic phase before creating a proposal in order to truly understand the client's problem and needs. This involves asking questions about why the client wants a solution, why now, why they came to you, and what success would look like. Taking this diagnostic approach positions you as the expert, justifies higher rates, and ensures you provide the optimal solution for the client's specific situation and goals. Rushing ahead without diagnosis risks misalignment, wasted time and money, and lack of credit for the consultant.
The document discusses how to create high-value documents that effectively communicate with clients and prospects. It emphasizes setting a clear purpose for the document by determining whether it is persuasive, meant to win over new clients, or informative, intended to update existing clients. For persuasive documents aimed at new clients, the document recommends grabbing attention, highlighting benefits, differentiating from competitors, proving results, and specifying value. For informative documents for existing clients, it suggests using a straightforward tone focused on content over voice.
Slideshare dec-remarq-high value lead acquisitionremarqio
Cultivating new high-value clients is an incremental process of gradually moving leads closer to becoming paying clients, represented as concentric circles of a dartboard. The outer circles include unknown prospects who have not heard of your business. Through initial contact and consumption of your content, they become leads, and after multiple interactions become prospects closer to becoming clients in the center. Rather than pressuring leads aggressively, the key is to gently guide them toward deeper engagement through high-value content and compelling calls to action that position you as a renowned expert and solve their problems.
Creating value for clients is important for consultants to charge premium prices. There are two types of value - quantifiable value like money saved, and intangible value like perceived expertise. Intangible value is influential in decision making, like choosing a "better built" car. The document provides 33 tips to increase intangible value through signals of social status, whole client experiences, trust signals, professionalism, and exclusivity. Combining high quantifiable and intangible value creates a strong value proposition.
Explore the key differences between silicone sponge rubber and foam rubber in this comprehensive presentation. Learn about their unique properties, manufacturing processes, and applications across various industries. Discover how each material performs in terms of temperature resistance, chemical resistance, and cost-effectiveness. Gain insights from real-world case studies and make informed decisions for your projects.
This document discusses how positioning is important for businesses to communicate their value to clients. It recommends that businesses clarify their positioning by answering three questions: 1) Who do you serve? Clearly defining ideal client characteristics helps target the right clients. 2) What do you do for them? Specializing in a specific expertise increases perceived value over trying to do everything. 3) How are you different? Identifying differences from competitors by understanding what matters most to clients allows businesses to better meet client needs and sell their services. Answering these three questions helps businesses boost confidence, clarity and revenue through a strong, specialized positioning.
High-Value Marketing: Who's Paying Attention to You?remarqio
Permission marketing is more effective than interruption marketing at increasing perceived value and fees for consultants. Permission marketing involves potential clients willingly giving their attention in exchange for valuable content like newsletters, blog posts, white papers, or webinars. Consultants should choose permission marketing channels they can consistently deliver high-quality content through, like writing, public speaking, or podcasts. Proving expertise through permission marketing establishes consultants as authorities and gathers qualified leads.
Skip The Pitch: Getting Smart About Crafting A High-Value Sales Approach remarqio
This document discusses moving from a high-pressure sales pitch to a high-value sales approach when working with clients. It recommends taking time for a diagnostic phase before creating a proposal in order to truly understand the client's problem and needs. This involves asking questions about why the client wants a solution, why now, why they came to you, and what success would look like. Taking this diagnostic approach positions you as the expert, justifies higher rates, and ensures you provide the optimal solution for the client's specific situation and goals. Rushing ahead without diagnosis risks misalignment, wasted time and money, and lack of credit for the consultant.
The document discusses how to create high-value documents that effectively communicate with clients and prospects. It emphasizes setting a clear purpose for the document by determining whether it is persuasive, meant to win over new clients, or informative, intended to update existing clients. For persuasive documents aimed at new clients, the document recommends grabbing attention, highlighting benefits, differentiating from competitors, proving results, and specifying value. For informative documents for existing clients, it suggests using a straightforward tone focused on content over voice.
Slideshare dec-remarq-high value lead acquisitionremarqio
Cultivating new high-value clients is an incremental process of gradually moving leads closer to becoming paying clients, represented as concentric circles of a dartboard. The outer circles include unknown prospects who have not heard of your business. Through initial contact and consumption of your content, they become leads, and after multiple interactions become prospects closer to becoming clients in the center. Rather than pressuring leads aggressively, the key is to gently guide them toward deeper engagement through high-value content and compelling calls to action that position you as a renowned expert and solve their problems.
Creating value for clients is important for consultants to charge premium prices. There are two types of value - quantifiable value like money saved, and intangible value like perceived expertise. Intangible value is influential in decision making, like choosing a "better built" car. The document provides 33 tips to increase intangible value through signals of social status, whole client experiences, trust signals, professionalism, and exclusivity. Combining high quantifiable and intangible value creates a strong value proposition.
Explore the key differences between silicone sponge rubber and foam rubber in this comprehensive presentation. Learn about their unique properties, manufacturing processes, and applications across various industries. Discover how each material performs in terms of temperature resistance, chemical resistance, and cost-effectiveness. Gain insights from real-world case studies and make informed decisions for your projects.
2. A lot of ink and pixels have been used to create guidebooks on How to
Write the Perfect Business Proposal.
Why? We’re holding onto that hope that we can create a proposal that
dazzles a client into throwing money at our feet, but unfortunately… it
just doesn’t work that way.
3. Nothing can replace the trust and connection you create through a high-
value sales and discovery process: positioning, marketing, lead nurture,
project diagnosis. So if you skipped those articles to discover some
secrets to drafting excellent proposals, please go back and give them a
read.
4. (Cheater’s tip: if you’re really short on time, at least check out the lead
nurture and sales articles.)
Let’s go on a quick tour of what a stellar proposal should include--and
what to leave out.
6. When you’re drafting a proposal, your job is not to go boldly where no
discussion with the client has ever gone before. In other words, no
surprises. Stick to information you’ve already covered with the client.
If you find yourself dropping new ideas into a proposal, it means you’ve
skipped vital parts of the discovery and diagnosis process. Talk those
over with the client before you put them on paper or you might lose
trust--and the project.
8. Since you’re covering familiar information, you don’t need to re-explain
every point. A good proposal can cover all the information needed in 1-3
pages. Yes, really.
If you need to provide supporting documents like detailed software
specs, they can be attached at the end of the written proposal.
10. A well-written proposal literally puts you and your client on the same
page when it comes to details about who’s responsible for which details
at what time.
In the heat of the project, it’s easy to forget about previous discussions
or ideas, so it’s very important to have this nailed down for everyone.
11. 1. Give a description of the problem. Keep this very simple so there’s
no guesswork on what you’re supposed to accomplish. Don’t pretty it up
or water it down to look good. Vague language will just lead to
misunderstandings.
12. 2. List the objectives of the project. In other words, tell that client
exactly what result they will get after the completion of your work
together.
13. 3. Spell out the metrics for success. Will you have a website up and
running? Will you be reducing the number of angry phone calls from
customers? Agree on how you will measure your accomplishments.
14. 4. Call out the value that you’re providing for the client. Maybe
they’ll be able to hire new employees, reduce staff anxiety, buy a new
boat, or give everyone raises. Everyone has different priorities, so make
sure you understand and articulate what’s important to your client.
15. 5. Offer options for accomplishing the objectives. In reality, there are
many ways to get the job done, but you want the client to feel like they
have a choice--without jumping into the driver’s seat. (See the fees and
payments section below.)
16. 6. Cover the other essential details. Make sure
everyone knows what the timing (deadlines) are
for the various phases of the project, who is
responsible for which components of the project,
and what the terms and conditions are for
delivery and payment.
18. Always place your costs at the very end in very simple, undramatic
terms. Your client should not have to do any math in order to
understand how much they are going to pay you.
This is the place where you will outline your various price points for
services (basic, step-up, deluxe) and what extras they can expect for
each increase in price.
19. DO NOT pull back the curtain on your operations,
however. If you start listing costs for individual
staff members or number of hours worked, for
example, some clients might start questioning
each line item.
How much you charge is entirely up to you, but
remember to base fees as much as possible on
the value you’re delivering and your perceived
expertise.
20. In other words, if your efforts are going to make your client $1 million, a
10% cut isn’t really that unreasonable. In fact, sometimes customers
feel like they’re getting more when they paying more.
22. There isn’t one correct way to send your client the proposal, but make
sure it reflects your reputation and brand.
If you’re a leading-edge graphic designer, then your proposal should
look incredible. Technical experts should have clean, detailed
descriptions, naturally.
23. Email is usually sufficient for delivery, but the greater your fees, the
more ceremony you should attach to the handoff. Sometimes, FedEx or a
courier is the best method. Other times a sharp looking PDF is the best
route.
Whatever your chosen method, make sure you tell your client when you
will follow up, and make sure you follow through.
25. Preparing a proposal isn’t the simplest thing you’ll ever do in business,
but it doesn’t have to give you an ulcer, either.
Using the high-value process, once you get to the point of creating a
proposal, most of the hard work has already been done. All that’s left is
to cover the bases and stay the course.
26. Learn about creating greater value for your consulting clients by
subscribing to the Journal of Consulting Value, published by Remarq:
▸ Free articles in your inbox
▸ Insights on new ways to provide value to your clients
▸ Tips on demonstrating your value and educating your prospects on
your value
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