BarnRaisers


7 points every persuasive business proposal makes 0

Posted on March 05, 2018 by Rob Petersen

Business Proposal

A business proposal is a written offer from a seller to a prospective buyer. It is a critical link in the business decision for two parties to work together.

That’s because a business proposal sets expectations, clarifies the process, defines deliverables and serves as a promise explaining:

  • What a company will do
  • How they will do it
  • When the work will be done
  • Where resources come from
  • Why they are the right partner

The strength of a business proposal often makes the difference between winning and losing the business. Isn’t  worth knowing what makes a winning one?

Here are 7 points every persuasive business proposal makes.

  1. NEEDS AND REQUIREMENTS: Begin by confirming what the proposal covers. By starting the business proposal with a prospective client’s business needs,  you demonstrate good listening skills; ones that establish credibility. By talking about their business instead of yours, you gain confidence. You build a solid foundation for everything you will be providing from this point on.
  2. UNDERSTANDING THE BUSINESS: Demonstrate knowledge of their business. This is often done by identifying the opportunity and challenges; the client’s strengths and weaknesses; competitors and competitive threats and industry and consumer trends. If your company has done something like this before or has a relevant example, mention it. This section shouldn’t be long or include a lot of jargon. But it should be smart and leave the reader with the impression: “These guys get it.”
  3. PROCESS OR METHODOLOGY: Show how your company solves problems and gets to solutions. Now that everyone is grounded on what has to be done, start to illustrate the way that your company does it is different and better than your competitors. By describing a process, you are showing your company has the experience, capabilities and expertise to give the prospective client something they wouldn’t be able to get anywhere else.
  4. SCOPE OF SERVICES AND DELIVERABLES: This is the nut and bolts of the proposal. Start by covering the range of services that would be offered. Then, the activities that provide what’s going on behind the scenes at your company to get the job done. Finally, list the items that you be giving them so there is hard, tangible value to support your efforts.
  5. VALUE PROPOSITION: Although terms like supplier and vendor are often used when requesting a business proposal, make it more of a partnership. State what makes your company different; show how your values are aligned with the potential client’s. Make this something both parties can see as the possible beginning of a long term relationship.
  6. COMPENSATION AND PRICING: This, of course, is where the rubber meets the road. If the proposal has been well crafted up to this point, the fees should justify the services. And if it’s necessary to break down the numbers, give some details. Explain the cost of key activities. Explain staffing to provide context on compensation if it is going to help clarity and transparency,
  7. TERMS AND CONDITIONS: Every business proposal is going to come with terms and conditions to protect both parties. While this may refers to the terms from a contract or services agreement, it should be stated in the proposal. This section will likely be written with input from lawyers on both sides but it is  necessary and an expected part of any final, agreed-to business proposal.

Are these points persuasive to you? Do you practice them? Will you put them to use?

Retargeting. 10 myths vs realities 0

Posted on February 26, 2018 by Rob Petersen

retargeting

Retargeting, also known as remarketing, is a form of online advertising that can help you keep your brand in front of bounced traffic after they leave your website.

For most websites, only 2% of web traffic converts on the first visit. Retargeting is a targeted advertising technology and tactic designed to help companies reach the 98% who don’t.

It works through a small, unobtrusive and unnoticeable piece of code (or pixel) that is place on your website and drops an anonymous browser cookie to retarget visitors. Later, when your cookied visitors browse the web, the cookie will let your ad provider know when to serve ads to only people who have previously visited your site.

AdRoll, ReTargeter and SiteScout are companies that offer retargeting services. Ad platforms like Google Adwords and Facebook ads offer it directly to their advertisers as a feature of their ad buys.

But there are pros & cons and plenty of fact vs fiction.

Here are 10 retargeting myths vs realities:

MYTHS:

  1. MOST MARKETERS KNOW ABOUT IT AND USE IT: Only 25% of marketers have a dedicated budget for retargeting. 10% of agencies and 9% of brands have it as a separate budget.
  2. RETARGETED ADS ARE JUST STARTING TO CATCH ON IN SOCIAL MEDIA: 67% of online advertisers are now using Facebook ads for retargeting. Social media is a sophisticated and widely used channel.
  3. MOST PEOPLE HATE BEING RETARGETED: Actually, it’s the opposite. 30% of consumers have a positive or very positive reaction to retargeted ads, vs. 11% who feel negatively about them. The greatest percentage, though—59%—have a neutral reaction.
  4. IT REACHES ONLY PEOPLE WHO HAVEN’T BOUGHT YOUR PRODUCT OR SERVICE: It could just as likely be reaching current customers too. That’s because the retargeting code triggers for any visitor who has gone to your site, viewed one page and left. There is no way for the code to discriminate if this is someone who has never bought or already brought your product.
  5. RETARGETED ADS COSTS THE SAME AS REGULAR ADS. Not necessarily. If you are using a service, definitely not. Since you are likely to be paying a premium to do retargeting, make sure you know how many more people will have to convert to make the investment worthwhile.

REALITIES

  1. AD PERFORMANCE IMPROVES: Retargeted customers are 3 times more likely to click on your ad than people who haven’t interacted with your business before. Retargeting can boost ad response up to 400%.
  2. SOME PEOPLE ENJOY RECEIVING RETARGETED ADS: 25% of online buyers enjoy  being retargeted because it reminds them of what they were looking at. 60% of U.S. online buyers say they notice ads for products they look up on other sites.
  3. RETARGETED CUSTOMERS CONVERT MORE OFTEN: Retargeted customer are 4X more likely to convert than new customers. CPG company Kimberly-Clark relies on retargeting, saying it is seeing 50 to 60 percent higher conversion rates among consumers who have been retargeted.
  4. MANY MARKETING BELIEVE IT SHOULD BE USED MORE OFTEN: 46% of search engine marketing professionals believe retargeting is the most underused online marketing technology.
  5. IT’S BASED ON HOW WE BUY: It takes up to 6 to 8 “touches” to turn a lead into a customer. It can take many contacts before the lead turns into a paying customer. Its greatest value may be replicates our real buying. behaviors.

Do these myths vs reality help? Is it for you? Does your business need help putting retargeting to use?

5 social analytics benefits that help build any business 0

Posted on February 19, 2018 by Rob Petersen

social analytics benefits

If you can’t measure it, you can’t manage it. – Peter Drucker

Social Analytics benefits any company by helping them better measure and manage their business. Social Analytics benefits come in the form of competitive intelligence, targeting, customer support, predicting behaviors and course correction. They help build any business.

Social analytics is the collection and analysis of statistical, digital data on how users interface with an organization, particularly online. It is an analysis of the tweets, blogs and other postings on the social web, with a focus on a particular subject area.

This does not negate the importance of traditional research, where focus groups give you a private view on possibly sensitive topics or a questionnaire is filled out by 500 people in a designated age group or profession. Social analytics provide access to data and conversations about a topic or subject occurring right now and the opportunity to listen, learn, filter, measure and put them to use for business benefits.

Why is this relevant? Here are 5 social analytics benefits that help any business.

COMPETITIVE INTELLIGENCE: Is collecting and analyzing actionable information about competitorand the marketplace to form a business strategy. Its aim is to learn everything there is to know about the competitive environment to make the best possible decisions. Here’s what can be accessed through social media.

TARGETING: Every effective audience profile starts with a fundamental understanding of who your audience is. There is an incredible amount of information about your ideal customers in social media. Social analytics helps you identify and target them to find them. For example:

CUSTOMER SERVICE: Social media is one of the most effective channels for customer support in today’s digital world. Whether they have questions, complaints, or compliments, people are increasingly using social to connect with businesses.  Here’s are some of the finding social analytics reveal:

PREDICTING BEHAVIORS: Given this enormous volume of social media data, Social analytics benefits business using data, statistical algorithms and machine learning techniques to identify the likelihood of future outcomes based on historical data. Here’s how it’s working:

  • 70% of executives consider predictive intelligence the most critical data insight
  • Facebook accounts for 53.1% of social logins made by consumers to sign into the apps and websites of publishers and brands
  • On average, businesses are only analyzing 12% of their data, leaving a lot of untapped opportunities and critical insights
  • 29% of patients viewing health information through social media are viewing other patients’ experiences with their disease

COURSE CORRECTION: Even the best business strategy can require connection. Social analytics benefits business by connecting the dots from what people say, do, act and are likely to behave in the future. Here’s how it can help overcome challenges you may be facing.

  • When social media is part of their buyer’s journey, customers tend to convert at a 129% higher rate, and they are four times as likely to spend significantly more than those without a social component
  • 80% of CEOs say that mobile technology and analytics are key to their strategy
  • 72% of business leaders say that their organizations will be susceptible to threats from digital market disruptions in the next three years
  • 69% of organizations that have used an external partner to gain better data insight report positive results from that decision

Are these social analytics benefits useful for your business? Do the facts help? Are you ready to get get started?

24 most effective lead generation tactics surprisingly 0

Posted on February 12, 2018 by Rob Petersen

lead generation tactics

Lead generation tactics are the activities marketers use to identify, attract and nurture relationships with prospects so they turn into customers for your product or service.

According to 600 marketers from an eMedia survey, B2B Lead Generation: Trend Report, the choice of lead generation tactics plays a key role to achieve the best results. That’s because:

  • 68% of companies say increasing lead quality is more important than lead volume
  • 59% of companies say they are generating high quality leads.
  • 42% are converting leads into customers.
  • 37% deliver effective lead nurturing programs.
  • 36% say lead generation is impacting revenue and is achieving ROI.

What are the lead generation tactics marketers say are most effective? The list may surprise you. And the sources  for each of the lead generation tactics is given at the bottom of the list.

Here are the 24 most effective lead generation tactics surprisingly.

  1. 83%: Company Website
  2. 81%: Articles on your Website
  3. 80%: Email Marketing
  4. 78%: Events, Conferences and Trade Shows
  5. 77%: Case Studies
  6. 77%: Search Engine Optimization (SEO)
  7. 71%: Content Marketing
  8. 62%: Webinars
  9. 59%: Social Media
  10. 56%: Public Relations
  11. 53%: Blogging
  12. 56%: Paid Search (PPC)
  13. 52%: Telemarketing
  14. 48%: Online Advertising
  15. 45%: Content Syndication
  16. 44%: LinkedIn
  17. 37%: Direct Mail
  18. 37%: Facebook
  19. 36%: Online Directories
  20. 32%: Re-targeted ads
  21. 26%: Affiliate Marketing
  22. 26%: Mobile Marketing
  23. 22%: Print Advertising
  24. 19%: Rented Lists

Source for  1, 3, 4, 6, 8-15, 17, 22 and 23 is eMedia. For 2 and 5, the source is MarketingProfs. For 19-21 and 24, the source is Chief Marketer. For 7, 16 and 18, the source is Capterra.

This list is intended as a guide. If you are pursuing lead generation, now you know if your going about it using the tactics that marketers say are most effective.

If you’re are like me, in any given week, you probably get emails from companies offering these services for your business stating how much they will help your business grow.

Doesn’t it also help to know the ones that probably deserve the more serious consideration based on the experience of people who depend on effective lead generation tactics?

Does your business need help developing a lead generation strategy with the most effective lead generation tactics?

40 inspiring value propositions to help write yours 0

Posted on February 05, 2018 by Rob Petersen

value propositions

Value propositions are a business or marketing statement a company uses to summarize why a consumer should buy their product or service. The reason every business should have one is to be clear why their particular product or service adds more value or better solves a problem than other similar offerings.

What are great examples of value propositions?

Here are 40 inspiring value propositions to help write yours.

  1. AUDIBLE: Listening is the new reading
  2. BIT.LY: Shorten. Share. Measure.
  3. BLUE APRON: Food is better when you start from scratch
  4. BUDWEISER: The Great American Lager
  5. CREDIT KARMA: You Credit Scores Should Be Free. And Now They Are.
  6. DIGIT: Save money, without thinking about it.
  7. DOGVACAY: Find the Perfect Pet Sitter Near You
  8. DOLLAR SHAVE CLUB: A great shave for a few bucks a month
  9. EVERNOTE: Remember everything
  10. FUNDLY: Raise Money for Anything
  11. GUSTO: It’s time to tame the chaos of payroll, benefits and HR
  12. HOMEADVISOR: Find Trusted Improvement Pros
  13. HUBSPOT: Grow Your Business
  14. INTUIT: Simplify the Business of Life
  15. JORD: Luxury Hand-Crafted All-Natural Wooden Watches
  16. LADDERS: Move Up In Your Career
  17. LEGALSHIELD: Worry Less. Live More.
  18. LISTIA: Sell old stuff. Get new stuff for free.
  19. LOCU: Get Found Online
  20. LYFT: Rides in Minutes
  21. MACBOOK: Light. Years Ahead
  22. MAILCHIMP: Send better email
  23. PINTEREST: The World’s Catalog of Ideas
  24. PLATED: Open the door to a new kind of dinner
  25. QUARTZY: The free and easy way to manage your lab
  26. PICPLUM: Share Your Best Moments
  27. PROVEN: We connect talent people with meaningful careers
  28. ROBINHOOD: Free stock trading. Stop paying up to $10 for every trade.
  29. SALESFORCE: Connect to Your Customers in a Whole New Way
  30. SCRIBD: Read Like You Own Every Book in the World
  31. SKILLSHARE: Classes taught by expert practitioners
  32. SPOTIFY: Soundtrack your life
  33. SQUARE: Start selling today
  34. TARGET: Expect More, Pay Less
  35. THUMBTACK: Consider it done.
  36. TORTUGA BACKPACKS: Bring Everything You Need Without Checking a Bag
  37. UBER: The smartest way to get around
  38. UNBOUNCE: Build, Publish and A/B Test Landing Pages Without I.T.
  39. VIMEO: Make Life Worth Watching
  40. ZILLOW: Find your way home

You might not have heard of all these companies, but their value propositions clearly tell what they offer in a differentiated way.

Are these inspiring value propositions to you? Do they help you write yours?

  • About

    BarnRaisers builds brands with proven relationship principles and ROI. We are a full service digital marketing agency. Our expertise is strategy, search and data-driven results.



↑ Top