Tell a Story

Where do you begin with the writing?

Well, you have already collected information from the client against the headings Situation, Problems, Activities, Metrics and Solutions. Now string it together from the client’s perspective into a story that builds rapport. Preferably, copy their language style that you captured at your meeting.

It could go something like this:

“Following on from our intriguing discussions last week, I enclose a proposal that addresses your needs….”

Now discuss their situation, emphasize the positives and show empathy with their situation.

Next, you lead into the problems that arise from this situation. Be tactful when describing the problems, don’t be judgmental. For instance, you could say, “I quite understand how you got into this situation and it was the right call at the time. However, circumstances have moved on and you now face these problems….”

Remember, to create a “burning platform” when discussing the implications and activities. Show that doing nothing is not an option, the problems must be addressed by this date or else these metrics will not be met. What will that mean and this is how we can avoid it.

Finally, seek their permission to give them a call in a few days time to answer any queries. This is an excellent opportunity to chase them up and seek their views on your proposal.

If there are any problems, offer to amend the proposal and send it out again.

Tags: Proposal, Spams