“Why should people bother to buy from you when they can buy from the competition?

segmenting the market(s) differentiating

The issue is far more around what I, the client, get for my money that will help me.

focus on basic buyer psychology and presenting yourself in a way that builds on the three cornerstones of: Relevance Engagement Reputation.

the proposal is not about you; it is all about the client.

The ‘Strategy Workshop’, for want of a better phrase, is a simple yet powerful way to set up your agency for the coming year(s). It comprises of three apparently simple questions: “Where are we now?” “Where are we going?” “How are we going to get there?”

Doug Hall, business author, discovered that sales success dramatically improved when sales presentations combine the following three characteristics: the overt business benefit that you offer the real reason that people should believe you can deliver the dramatic difference that separates you from the crowd.

“People do not buy what you do. They buy what you do… does for them.”

Understand the steps that people go through to become clients Understand how many potential clients are at each stage Calculate the probability of future income streams