There are situations where oral proposals can be more effective than any other type of proposal. People that have the opportunity of making oral proposals tend to be seen as those that have access to the right people. Knowing how to present winning oral proposals is important because they are still relevant in modern-day business transactions.
Rehearse Alone
Practicing makes you comfortable with whatever you want to say. Proposal is like marketing documents that have a technical bias in that you will have to get into details of the service you want to deliver. Rehearsing your oral presentation is the best way of preparing for an oral presentation, especially when it is very formal.
- You need to have your facts and figures on your finger tips
- You need to master how you are going to approach it
The way you structure a written proposal is different from the way you arrange an oral proposal. You may decide to gradually build to the key areas of interest in a written proposal. Also, put in mind that some written proposals could be complex and vast enough to warrant an executive summary, including other supporting documents. So navigation is basically a self-help effort on the part of those reading it.
This may not be the case with an oral proposal, and this is why you need to plan your approach. You need the attention of the people you are talking to, if you do not want them to drift. This means, the way you arrange your proposal with respect to the items you deal with first can be critical. Using attention grabbers like 'starting with what they will gain from the proposal' can serve the purpose of grabbing and holding their attention.
Focus On What They Want To Have Fulfilled
Give them an expected dream and show them how you will deliver on that dream. While proposals are meant to talk about what you will be doing for the client, they are really not about you. Winning business proposals makes the expectations of the client the center of its universe. It is all about the client and making sure they get to realize their goals. When you focus on their expectations you show that you are just a means to an objective, a tool to achieving a set goal.
It is an oral proposal. This cuts out some of the things you would have included if you were a written proposal.
Present Your Charge With Options
Winning proposals provide multiple options. The same rule applies to oral proposals. Make them understand how you plan to go about delivering the service, and the options available. Tie the options to different prices.
It is all about showing them that they can achieve their set goals with you in multiple ways. It also shows that you are ready to make it as convenient and as affordable as possible for them.
Give Them Room To Engage You
Engagement may not be a clear indicator of acceptance but it points to the fact that you are under due consideration. It shows they are ready to deliberate with you over some of the issues you raised. It also gives you the chance to know what is on their mind. It is a form of feedback that can help you adjust your oral proposal to fit their need, but this may not be possible with written proposal. In the case of written proposals, they might engage you to clarify issues or inform you of their decision on the matter, but engaging you in an oral proposal means they are willing to consider what you are offering.
Leave Room For Negotiation
We have mentioned multiple service delivery and price options, but you should also leave room for negotiation. There is a chance that the multiple options you provide will make them to feel like they can present an option of their own in terms of service delivery as well as price. This is a good thing because it means they are ready to go with you on that project.
Oral proposals that are properly executed will draw your listeners in as they look at what you will be doing for them. Once they get to the stage where they begin to “bargain” with you, your oral proposal has worked. The whole idea behind any type of proposal is that the other party is compelled enough to consider picking you. The work of getting the job is more than half-done when they start engaging you based on what you have promised to deliver.
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