So, you’ve just found the perfect contract and you know your company can blow it out of the park. Now it just comes down to the one last step between you and the contract: the people you need to convince. As anyone knows, RFP work can be a laborious, yet extremely rewarding and necessary task. You don’t exactly need the largest lexicon in your writing skill set to accomplish the task of winning over your bid, but there are forms of finesse to win the advantage.
Let’s face it, the RFP world is a different beast all together that takes planning and strategy. And I’m here to help. Here’s a quick method to help you win an RFP.
Since you’re essentially throwing darts in the dark and can’t talk to the people during the RFP process, there’s one word that’s always helped me stand out from the pack: Microsites.
On your website, create a microsite within the site that’s a page not seen by search engines that links to your video presentation. This video will walk the people you want to talk to through how you arrived at your main points. Consider this to a new form of a resume, but with a little more flair. Don’t be afraid to be creative with this. Your video presentation that can either be audio with slides or film yourself in front of a screen as if you were having a conversation with a friend. This is where you can really show some personality and bring in the most important part of your presentation: you.
Humanizing your presentation is always the winning element in the RFP world. And lastly, within your video, break out some clear highlights of the RFP. Bring in some testimonials from your past clients. People tend to trust recommendations more than people talking about themselves.
So you might be wondering if someone would actually click on the link, and the answer is yes. When clients are desperate to choose the right supplier to award the job and big money is on the line, they will definitely click on the link. While most companies force their employees to conduct RFP, most do not even like the process, use this fact to your advantage. The fact that you will already be doing most of the legwork in your presentation will expedite the process. You will be bringing the work to them instead of them having to search for it and this extra work will ultimately help you win.
Another element to include in your microsite link should be downloadable elements — PDFs that people can take their time to read and arrive at your main points. Create an all- encompassing piece. When you embed a microsite link with a PDF, it will become your differentiator.
Creating a compelling bid takes a little more effort, but what doesn’t these days. Your extra step will take people through not only your presentation but your thought process which is ideal. Even if you arrive at the wrong answer, the fact that you’ve shown your thought process will be defining element to help you stand out, and ultimately win the RFP.
Daniel Moskowitz is the Chief Mentor at Powerful Sales Solutions in Canada and the founder of The Superhero Sales Academy. As a B2B sales professional for over 15 years, closing over 20 million dollars in deals during that time. He has worked in multiple industries and sectors, with hundreds of clients such as the Royal Bank of Canada, Wrigley’s, Jaguar, Rogers, Sunlife, Revera, BackRack, and Flight Centre. He has had the privilege of earning the trust of some of the smartest owners, sales leaders and marketers of the world's largest brands; while also working with many tech and non-tech start-ups and mid-level regional companies. Daniel is on an epic mission to change the way B2B sales are conducted. With a focus on Daniel’s Offer to Serve Methodology, businesses have a positive way to boost sales, develop amazing client relationships, leave a lasting legacy, and grow. Daniel has set a 10-year goal to teach 100,000 Entrepreneurs to sell with love, integrity and gratitude as his way to affect positive change in the world.