What can you do to give yourself the best chance of winning a pitch or proposal you write. This was a question that was recently asked in one of my monthly group coaching calls. We had some great answers so I thought I would dig into this in today’s podcast.

Time Stamp

[00:00] Intro

[01:20] We are all time poor so we need to use our business development time carefully and be selective about what proposals you should agree to write

[02:04] Start by qualifying your leads carefully (which means having a clear niche and knowing who your ideal target customer is)

[02:56] The Sales Funnel - and where you should invest your time

[03:35] The 3-5 non-negotiable questions that must be answered before you agree to invest more time

[04:25] Use education based marketing content (rather than your time) to educate your audience 

[05:22] The importance of building a relationship with the prospect before responding to the brief

[06:05] Find out who the decision-makers are

[06:50] Get a date in the diary for a follow-up call BEFORE you send the proposal

[07:30] Get the audience involved in a pitch and bring the team who will work on the account

[08:17] Start your proposal by making it all about the client (not your agency!)

[09:17] SLOW DOWN TO SPEED UP!

Quotations

“Slow down to speed up - get your 3-5 non-negotiable questions answered BEFORE agreeing to pitch or write a proposal.” - Rob Da Costa

“Use content on your website (rather than your time) to educate your audience.” - Rob Da Costa

“In order to not be ghosted, get a date in the diary for a follow-up call BEFORE you send the proposal.” - Rob Da Costa

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