This landed in my email box today – a real good post from a company I’d never heard of called Sant. Their premise is spot on: At the heart of any RFP (Request for Proposal) is an expressed or understood problem/need. Sometimes that problem/need is front and center, other times you have to do the digging to uncover what the issues are. But if you do the digging and really take the time, you can take a client centric approach that will improve your chances of getting the gig.
Sant says start with these 7 questions:
1. What is the problem or need driving this opportunity?
2. Why is this problem a problem?
3. What goals must be served by whatever action is taken?
4. Which goals have the highest priority?
5. What products/applications/services can we recommend?
6. What results will follow from taking each possible course of action?
7. What makes your company the right choice?
These questions are a solid approach to any business – and perhaps even personal – relationship. Whether it’s someone walking into your retail store, you’re pitching a million bucks worth of business, or asking a VC for cash, these are the insights you need to gain to make the best recommendation and improve your chances of success. Because if you ask the right questions and answer them, you can open the opportunity further and position yourself as the right choice for business. It’s a rock solid approach and one email I’m glad I took the time to check out.
Interested to hear more? You can download their whitepaper here. Again, I don’t know Sant at all – but I thought I’d share.
What’s your advice on selling?
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- We’ve Landed
- It’s All About the Line Which is Dotted
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- Quick Hit: The Job of Blog
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{ 1 comment… read it below or add one }
Thanks. Great place to start from.