Proposals 101

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Proposals 101 PRESENTED BY Ilise Benun Peleg
Top PLEASE DOWNLOAD THE HANDOUT FOR THIS SESSION
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A little about us
Ilise Benun

• Became self employed after getting fired from a
  job in 1988
• Full-time mentor to the creatively
• self-employed.
• Author of Art of Self Promotion plus 5 more
  books on marketing.
• Frequent contributor to HOW Magazine and speaker
  at national conferences

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A little about us
Peleg Top

• An entrepreneur
• More than 16 years experience in running a
  successful and profitable design firm
• Business coach and leadership mentor
• Frequent speaker at national conferences
• A certified trained chef, real estate investor
  and published author.

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A little about us
Were the folks behind Marketing
Mentor Marketing Mentor was founded in 2004
with this simple mission To help the
creatively self employed learn how to market and
promote their services, get their ideal clients
and grow their business.
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Our new book! (pre-order now on Amazon.com)
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Our agenda for this hour

• A proposal is marketing tool
• What you must know
• Types of proposals
• What should be in a proposal
• Presenting and following up
• QA (please submit questions anytime!)

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Our goal for this webinar is.
to show you how to make the best use of
proposals in the marketing process.
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What is a proposal?
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A proposal is part of the marketing process
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A proposal is also a positioning tool
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A proposal is also a closing tool (when we know
what the budget is)
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A proposal is not the first time the client
sees numbers
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The pre-proposal process
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You must know

• About the client
• What they need (even if they dont quite)
• What their decision-making process is like
• Who the decision-makers are
• The deadlines
• If they can they afford you

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What else to ask

• What are the big-picture goals of this project?
• What is the specific objective you need to
  achieve?
• How will you measure the success of this project?
• What/who is the market for this project?
• What models are you using for this project?
• Where is the source content coming from?
• How much research will be necessary?
• Are there specific technologies you do or dont
  want used?
• How does this project fit into your big picture?
• Have you ever done something like this before? If
  so, what?

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3 Types of proposals

• Simple Agreement (one pager)
• Short proposal (1-3 pages)
• Long proposal (6-20 pages)

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The one pager
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The short proposal
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• Large proposal
• (6-20 pages - make it sing!)
• Cover letter - thank them for the work
• Current situation
• The need
• Why you?
• Your approach (HOW not WHAT)
• Project Phases deliverables
• Costs (ranges are OK)
• Timeline schedule
• Payment terms
• Samples of the best work youve got

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How to structure a proposal

• All about them
• All about the project
• A bit about you
• Samples

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Essential elements of a proposal

• Intro summary of where client is today
• What is the need?
• Brief project description
• Deliverableswhat they get, quantities, etc.
• Costsranges rather than fixed
• Timelineproduction schedule and payment terms

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Presenting your proposal

• In person whenever possible
• On the phone in real time
• Via email?

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Follow up and closing the deal
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The black hole Syndrome What to do?
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• LETS RECAP
• Your proposal is a tool
• Get as much info as possible first
• Discuss money in advance
• 3 Types of proposals
• Present your proposal in person and/or in real
  time
• Find out when to follow up,
• then do it
• Stay out of the black hole, if possible

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BONUS MATERIALS (for those who attended all 4
sessions)
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SPECIAL WEBINAR OFFER
Order the book and get another book FREE!
DESIGNING WEBSITES FOR EVERY AUDIENCE BY ILISE
BENUN
www.marketing-mentor-store.com
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Our offer to you FREE proposal review AND FREE
marketing tips in your inbox (send email to
ilise_at_marketing-mentor.com)
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Questions? Weve got answers!
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Contact us www.marketing-mentor.com
ilise_at_marketing-mentor.com peleg_at_marketing-mentor
.com
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Thanks!