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E ffective communication is THE KEY to winning new business

E ffective communication is THE KEY to winning new business. www.thebidcoach.com. win@thebidcoach.com. Todays agenda. What influences the buying decision Giving yourself the best chance to win Learning from the experience Answer your questions. www.thebidcoach.com. win@thebidcoach.com.

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E ffective communication is THE KEY to winning new business

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  1. Effective communication is THE KEY to winning new business www.thebidcoach.com win@thebidcoach.com

  2. Todays agenda • What influences the buying decision • Giving yourself the best chance to win • Learning from the experience • Answer your questions www.thebidcoach.com win@thebidcoach.com

  3. Some things to consider before you even apply • Why • Potential impact • Who else • Why you • The process • The client www.thebidcoach.com win@thebidcoach.com

  4. How do you decide? Facts • Budget • Availability Feelings • Trust / rapport Influences • Previous experience • 3rd parties • Advertising www.thebidcoach.com win@thebidcoach.com

  5. Every piece of communication says something about you and your business! www.thebidcoach.com win@thebidcoach.com

  6. Giving yourself the best chance of winning All communication counts: • Be thorough • Be accurate • Never assume • Know the rules • Provide proofs www.thebidcoach.com win@thebidcoach.com

  7. Written Submissions Do’s • Answer all their questions • Talk “benefits” • Evidences & proofs • Know the rules • Be well within deadlines Don’ts • Assume - they know what your business can do • Cut and paste - from a previous submission • Make careless mistakes • Use jargon or anachronisms • Eliminate yourself www.thebidcoach.com win@thebidcoach.com

  8. The Interview Don’t Just talk about your business Criticise Interrupt Lieor exaggerate Over-answer questions Do • Answer their agenda • Talk “benefits” • Evidences & proofs • Listen actively • Build the rapport • Be prepared www.thebidcoach.com win@thebidcoach.com

  9. Remember….you won’t win them all! • Feedback • Learn • Change The clients perception is their reality www.thebidcoach.com win@thebidcoach.com

  10. Questions? www.thebidcoach.com win@thebidcoach.com

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