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Expert Proposals Tip # 23

They say the proof is in the pudding. I’ve never been a massive fan of this saying as honestly, it was always the one who found the $2 in Grandma’s Christmas pudding who was the ultimate winner! 

I digress…It really means that the best way to find out if something is good or successful is to test it yourself. But this doesn’t really work in marketing these days, does it? No wonder it’s a saying from the 14th Century! 

People want to see hard evidence. 

You’ll find that theoretical examples are not great forms of proof. They are like speculation, and you’re really inviting your client to ‘try it for themselves’. Your clients won’t want to do this. 

They don’t have time (or the money) to waste on you if you can’t do what you say you can. The luxury of simply ‘trying you out’ doesn’t exist in today’s business world.

Rather than making your clients try your pudding, give them a virtual taste test of what they’ll get from you first. Win them over, and they’ll soon be asking you for seconds. 

Do this by showing your clients what results you’ve achieved for other clients. 

It doesn’t matter if they’re a different industry or situation. Demonstrate to your clients the actions you have taken to help others achieve their goals. 

🔸 Use photos to give visual representations on what you’ve achieved

🔸 Testimonials from past clients can be hugely beneficial in sharing their thoughts on your product/service and how you’ve directly helped them

🔸 Include case studies and reports that highlight how your product works and is superior to others in the market

So, when you’re writing your next tender proposal, do talk about your concepts and ideas (pending they’re relevant to the questions and what your clients have asked for), but be prepared to back it all up. 

As with any form of marketing, you can’t simply make blanket statements and expect people to believe you. You need to be backing up your claims to be believable. 

Once you’ve won the tender, performed the work and totally wowed the client, that’s when they’ll see that the proof is in the pudding and come back to you for more work. 

If you’d like an expert hand at writing your next tender proposal and want to make sure you’ve got everything, give us a call and let’s chat about how we can help you.