Sorry this has taken so long, but spellcheck is available in the online proposal editor. You should see the little squiggly lines if you’re using a “modern” browser. To get the suggestion list, do a Ctrl+Right Click (on Windows) and … Read More
proposals
How to sell Microsoft Surface: The tablet for getting things done
Microsoft recently announced “Surface”, an oddly-named tablet family designed to compete not only with Apple’s iPad and numerous devices running Google’s Android operating system, but also tablets from its own hardware partners. Microsoft built its empire by selling Windows and … Read More
Proposal Tip: Don’t Use Jargon, Unless It’s Your Prospect’s Jargon
Somewhere between high school and business school, many seemingly literate people develop the ability to write grammatically correctly but completely incomprehensibly. However, when you are trying to convince a prospect to sign your proposal, it really helps if they can … Read More
Easy up-selling and solution selling for small business sales
Sometimes, we are our own worst enemies. (In previous posts, I’ve discussed how we often start discounting before we even know if the buyer thinks we are too expensive.) Today, I want to talk about making sure your buyers know … Read More
I sell services, how the %*$& should I sell? (part 4– reducing risk)
In Part 1 (“what do I sell?”), we looked at what most service businesses sell, and why selling hours can be a bad idea. In Part 2 (“what do customers buy?”) we looked at why customers buy outcomes, not hours. In Part … Read More
I sell services, what the %*$& should I sell? (part 3)
In Part 1, we looked at what most service businesses sell, and why selling hours can be a bad idea. In Part 2 we looked at why customers buy outcomes, not hours. Outcome-based Selling If the customer is willing to pay … Read More
I sell services, what the %*$& does the customer buy? (part 2)
In Part 1, we looked at what most service businesses sell, and why selling hours can be a bad idea. Now let’s look at the whole situation from the customer’s perspective. The Customer’s Perspective The interesting question in sales (and … Read More
I sell services. What the %$&! do I sell?
What do service businesses sell? If you looked at invoices from consultants, lawyers, gardeners, and others, you would assume these businesses sell hours. And maybe they do. But is that what customers buy? I get this question a lot, both … Read More
Public Proposal Templates Now Available
A lot of people have asked if there are public proposal templates to help them get started with Mimiran. Until now, the answer was unfortunately, “no.” Today, I’m happy to say the answer is “yes.” There’s currently exactly one template … Read More
Pricing: Why You’re Doing It Wrong
I don’t know you. How can I know you’re pricing all wrong? Obviously, I don’t, and there’s a chance you’re actually doing it right, but experience with hundreds of business owners lets me play the odds. So in this post, … Read More