I Got a Yes,but now I am a Little lost

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I Got a Yes,but now I am a Little lost

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delzakiya

posts: 22

Jan 02, 2008 4:15 PM ET Quote Report Abuse

Points: 0 Vote

Two weeks ago I sent the following letter by email,

Dear Mr. Zanker,

My name is Delores Williams. I help organizations develop 24/7 networks online. With a global venture like yours, I would like to submit a proposal to you about using a network such as ours to market and expand your programs. The difference with our program is that the programs can be done live or uploaded. You can also talk to your leaders around the world using our network, without the cost of a video conference. The biggest selling point is that you can do a live workshop in NY and have it broadcastin in real-time online for those who do not live in the area. With your permission, I will submit a plan in writing to your NY Headquarters. Please look at some of our other channels to see the look.

His Reply came this morning,

LOOKING FORWARD IN SEE ING YOUR PROPOSAL AND SEND TO HEATHER ALSO

What do you think? I was just going to do a simple proposal because the whole point of my company is ease. I don`t want them to feel like they are reading a doctoral thesis. So what should I make sure to include.

Thanks guys

-------------------------

Need web copy, press releases, articles for your website or newsletter, or even a video, we can do it.

Del Williams Media
Your Communications Specialist

SmallBusinessPRExpert

posts: 149

Jan 02, 2008 4:53 PM ET Quote Report Abuse

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I think you should GO FOR IT! This is your chance so THINK BIG and go BIGGER!

PowerPoint offers a way to put together a nice and professional looking proposal. Make sure you do enough research on his company and industry to show that you really know how to meet his company`s specific and unique needs.

This is a great opportunity for you to make your dreams of being a successful business owner come true. What a way to start off the New Year!

I look forward to hear the outcome!

Best,

Jennifer

RicWillmot

posts: 154

Jan 02, 2008 8:45 PM ET Quote Report Abuse

Points: 0 Vote

You have put yourself in the position of sending an "exploration."

How can you possibly submit a proposal to a client before establishing their needs, objectives, requirements and how you will be able to deliver exceptional value?

My recommendation to all of you in similar circumstances is to build a relationship with the true-buyer and establish conceptual agreement.

Meet with them personally (which can be via a telephone conversation), establish their objectives, understand how the client will measure the success or otherwise of your intervention, and then what will be both the tangible and intangible value and business improvement to the client.

From there, you will be able to send a proposal to your prospect; which in actuality is a "summation" of what you and your prospect have conceptually agreed is a clear and correct path to go forward in this business relationship together.

Rgds,

Ric

-------------------------

Ric Willmot
Executive Wisdom Consulting Group
www.ExecutiveWisdom.com
info@executivewisdom.com
Blog: www.ricwillmot.com

Founder of the Society for Executive Wisdom
www.ExecutiveWisdomSociety.com

Strategy for Professionals: www.strategyforprofessionals.com

CraigL

posts: 9051

Jan 02, 2008 10:03 PM ET Quote Report Abuse

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From what I`m reading, it seems that the company already has in place a business plan. That plan details how the network is developed, how content is captured then distributed. I also get a "sense" that this email went to someone who Delores already knows enough about, in terms of their needs, that it wasn`t quite as exploratory as Ric is proposing? If not, then Ric`s right on the money.

However, if Delores does know a bit about Mr. Zanker`s company, then it seems to me the proposal should take the existing business plan, plug in some numbers, and go out as a Word attachment. I think the PowerPoint presentation might better be used in a face-to-face meeting, so that Delores can answer questions as each slide comes up.

RicWillmot

posts: 154

Jan 02, 2008 10:34 PM ET Quote Report Abuse

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There is nothing in the post that indicates to me that Del has ever had a conversation with Mr Zanker. If she has, I apologize.

Craig, what is the "business plan" you are alluding to?

(To be read with a smile on your face, in a friendly tone. Lesson here to Del: the written word can be easily misinterpreted ... have "real" conversations with people!)

My approach to business is to comprehensively understand how I can improve the client`s condition and responding to that; rather than making sales calls trying to convince the prospect to use my widget.

Consider these two approaches:

Would you like to see the photos from my recent vacation?
Can I see the photos from your recent vacation?

I have never gone to an introductory meeting with a "true buyer" with anything other than my Filofax. The reason being, I am there to ask really smart questions and learn as much as I can from the prospect to understand how I can provide significant value to her.

CraigL

posts: 9051

Jan 02, 2008 11:03 PM ET Quote Report Abuse

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:-) Well, we`ve got some unanswered questions here, so let`s see what happens next. Ball`s in Del`s court.

delzakiya

posts: 22

Jan 03, 2008 12:22 PM ET Quote Report Abuse

Points: 0 Vote

You guys are great. Here is what I know of the company: It is The Learning Annex, which some of you are familiar with. I know a lot about the company, what they do, what type of courses they run, and how many show up in person. I just want to take it to the next level by incorporating a channel. I think I will submit my proposal for you to see. I have to write it first.

Thanks,

Delores

-------------------------

Need web copy, press releases, articles for your website or newsletter, or even a video, we can do it.

Del Williams Media
Your Communications Specialist

Nuevolution

posts: 1223

Jan 03, 2008 1:54 PM ET Quote Report Abuse

Points: 0 Vote

Del,
The reason you were stumped and got lost after Mr. Zanker said "yes", was because you were expecting a "NO". It shows me that you weren`t confident. Aside what everyone wants to say, some have a given you good advise others have well gotten off topic, but the truth is " You need to be confident" I know we are taught to "expect the worse", but as a business man you have to train yourself to expect the worse but don`t settle for less".

-------------------------

Edgar Monroy
Web Developer / Owner / Consultant
When starting your own business the need to "know-how" is greater than money!
http://www.nuevolution.net

RicWillmot

posts: 154

Jan 03, 2008 4:42 PM ET Quote Report Abuse

Points: 0 Vote

Del,

Forget writing the proposal ... meet or talk to the guy.

Nobody drives the freeways specifically to look at advertising billboards.

How will you know precisely what to put in the proposal and what the buying motives will be of this guy unless you ask him directly?

Rgds,

Ric

CraigL

posts: 9051

Jan 03, 2008 6:45 PM ET Quote Report Abuse

Points: 0 Vote

I`ve been pondering this, and coincidentally had something similar happen to me over the past couple of days, and I`m swinging over to Ric`s point of view. It`s too easy to send in a proposal that`s detailed, then end up broke because you didn`t know about a lot of things. Conversely, you send in a proposal that`s so undefined (again, due to lack of specific knowledge points), that you end up rejected as not knowing what you`re doing.

See if you can set up a preliminary meeting, face-to-face, to offer a broad view of what it is you have to offer, nail down some specific "hot points" with their company, and get some parameters for what they need. It`ll make a much better proposal.

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