Did you ever wish you could have more of an impact on your clients’ decisions? What if you could get into their heads, influence their decisions, and craft more compelling proposals?
This January, Matt Handal (author of Proposal Development Secrets: Win More, Work Smarter, and Get Home on Time) will take you through a three-step workshop designed to give you new insights into your clients’ decision process and help you leverage science-based tactics to create more compelling proposals.
Step One: Introduction to Mind Marketing. Matt will go over the science of the mind and reveal how you can leverage this knowledge to get into your clients’ heads. His presentation discusses the science of decision making and provides tools you can use including:
- The science behind how we make decisions
- How people who say we make emotional decisions are misleading you
- Weapons you can use to influence decisions
- Animated examples of how these weapons can be used
- Real world tactics for getting into your clients’ heads.
Step Two: Step Into the Shoes of the Proposal Evaluator. This session is a hands-on experiment that puts you in the role of the proposal evaluator. Each group will be presented with a number of REAL proposals and will be required to decide on a clear winner.
By gaining a TRUE understanding of what proposal evaluators are challenged with and how they make decisions, you’ll know what to focus on the next time you develop a proposal.
Step Three: Proposal Development Secrets. Based on the book of the same name, this presentation delves deeper into the proposal development secrets that will give you an edge over your competition. It also covers additional topics not included in the book. (All attendees will receive a copy of Matt’s book.)
About The Presenter
Matt Handal is the author of the book, Proposal Development Secrets: Win More, Work Smarter, and Get Home on Time. He has produced successful proposals for some of the largest professional service firms in the world. His proposals have gone to government and commercial clients in every state and overseas.
He offers advice for Principals and the marketers who work for them as a contributing editor to SMPS Marketer and the host of www.helpeverybodyeveryday.com, a blog dedicated to helping marketers in the A/E/C industry.
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