I’ve witnessed many pitches and proposal where a salesperson is trying to get a prospect to buy into an idea or concept in order to close a deal and reach their sales goal. I have witnessed far fewer of those pitches and proposals where the salesperson is presenting an idea or concept that will significantly improve the client’s current situation and make their life better.
Does your idea make your life better or your client’s life better?
Ideally your life gets a little better when a client invests in your ideas, but the real reason the customer is investing in your concept is to make their life better. Making your life better is not a priority of theirs.
How you frame the benefits of the idea in your proposal will immediately let the prospect know if your focus on making their life better (or if you’re just interested in improving your own situation).
Be specific about how your idea will make their life better
If your idea will bring your prospect more customers, then you need to be able to explain where those customers are coming from, why they’ll choose to begin doing business with your client as a result of your idea, and how you’ll be able to track those new customers back to the idea they’re investing in.
If your concept promises to increase profits for your prospect, you should be able to predict by what percentage their profits will increase, where these new profits are coming from, and specify the measures you’ll have in the place to make certain their current revenues are secure and all these new profits are going to come from new sources.
If the goal of you’re idea is to make them happier and more successful in their profession, you need to let them know you understand what is making them unhappy in their business now and how you’re going to improve the situation. You should be able to lay out the steps for making your changes, monitoring improvements, and have a clear and concise plan to put into affect (on the slim chance) your brilliant doesn’t actually work.
You can make everything better with your ideas
Your closing ratio will be better, your customer rapport will be better, your results will be better, everything will be better if remember to make all of your ideas about making life better for your customers and prospects.