Adam Hempenstall is the founder and CEO at Better Proposals – proposal management software that helps you close more sales, faster. He started his first web design business at 14 and has since written four books and built an international movement around sending better proposals. Today he manages the marketing team to grow the business. He co-runs a once-a-year festival called UltraMeet and is a massive FC Barcelona fan.
Next Expert insights John and Adam cover the following topics:
- In most of the companies and certainly over the years, proposals are kind of an afterthought. What is Adam’s perception regarding the same?
- Obviously, proposals are important but people generally don’t look at it as a strategic document or something that has a power in itself. It is just taken as a task so how important proposals are?
- Adam started that the company can have better proposals. What prompted him to do that and obviously Adam figured out that there is a better way of doing it?
- What are some of the key differences between a really good proposal and an average one or the terrible one?
- Sometimes, there is a reluctance to send a proposal as people kind of thing that they don’t want to send a proposal too early in the process as it will be too presumptuous or whatever. What are Adam’s views regarding the same?
- Talking about trends around proposals from points of view, what are some of the trends that are emerging and how one likes to get proposals and what one likes to see in proposals?
- What do you mean by a good video and how to use it in enhancing your sales?
Tips and Tricks For A Solid Proposal!
- Make sure your introduction is tight: Your introduction and the price of the whole proposal is what matters the most. Understand exactly what the potential client wants for their business and repeat their needs and goals concisely.
- Stay away from jargon: Adam is dumbfounded by the fact that people can talk themselves out of the job by adding things to the proposal that simply shouldn’t be there. Technical jargon only serves to confuse the reader!
- “Adding relevant case studies is a must,” says Adam. Tailor the case study for the person you’re writing the proposal for. Be mindful of the overall budget though and do this in relation to the size and scalability of the project.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.