Many firms have a “packaged” proposal system. While proposals are all over the map in terms of structure, most contain huge amounts of information, with numerous charts and graphs, volumes of copy, and endless disclosures. Whether you present financial plans or individual product presentations, proposals generally contain enough information for a doctoral dissertation. It’s all about disclosure and dictated by the compliance department.

Some clients want the bottom line. Other clients look for detail. And after all, isn’t the presentation about the client? How do you build a presentation and presentation strategy that always provides you with the tools you need to deliver whatever information your client needs to make an intelligent buying decision?

Consider making a summary of recommendations for your presentations. Take the detailed analysis and spreadsheets, and put them in an appendix.

If your client channels Jack Webb and wants the facts – just the facts, or if the client is an actuary with graduate degrees in statistical analysis and engineering, you will be prepared to provide the information needed to fulfill your obligations to communicate in a manner best suited to your client and provide appropriate and complete information. Provide the summary, and give the clients as much detail as they need. Your closing ratio will go up because you are adapting your communication techniques to your clients needs.

Good selling!

Let’s make this short and sweet:

• What is one activity/project/behavior you want to START doing in 2010?
• What is one activity/project/behavior you want to STOP doing in 2010?
• What is one activity/project/behavior you want to KEEP doing in 2010?

If you list and follow through on these three items, you are ahead of most people.

Good selling!

December is upon us; time to complete your business plan for next year! A big part of your business planning process is goal-setting, however goal-setting involves much more that predicting/forecasting/(maybe guessing!) production goals.

It has been said that the best way to predict the future is to create it. While many circumstances are beyond your control, you possess the ability to design and create the vast majority of your personal and professional future. Your world – your life – will never be perfect. I define a Perfect World as one where you intentionally have done everything possible to create a better world for you, your family, your company, and your clients. Your professional objectives are (or should be) a byproduct of your personal objectives.

You control the vast majority of the circumstances that effect your personal and professional life. We use an exercise in our Premier Advisor Program™  called The Perfect World Matrix™. Answer the following questions to help build a qualitative and quantitative picture of your “Perfect World.”

• Describe your ultimate Personal Perfect World™. (Can include health, family, recreational, free time, social, community service, and spiritual goals, along with anything that adds to your quality of life.) Use additional pages if necessary. The more detailed, vivid and comprehensive your vision, the more passion you will attach to attaining your Personal Perfect World™.
• How many free days would you want per week? _____    Per month? _____ Per Quarter? _____
• Describe your ultimate Professional Perfect World.™  (Includes production, sales, markets, business activities, staffing, and continuing education.) Use additional pages if necessary. The more detailed, vivid and comprehensive your vision, the more passion you will attach to attaining your Professional Perfect World™.
• If you could do three and only three activities, what would those activities be?
• If you could do three additional activities, what would those activities be?
• If you could delegate three (or more) activities, what would those activities be?
• What revenue-producing activities do you consistently need to do extremely well in order to achieve your goals?
• What flexibility do you want and need in your professional activities?
• What do you need from your team in order to create your Perfect World?

Where do you go from here? Spend some dedicated time – time without interruptions or multi-tasking – to design your Perfect World. Align your behaviors to match your Perfect World and it will appear! Call or email if you would like more information on CxC Matrix Marketing’s Premier Advisor Program™.

Good selling!