The Main Thing
I was listening to business coach, mentor and motivator, John Kanary, speak a short while ago and he used a very powerful phrase. ‘The main thing is to keep the main thing the main thing’.
So much easier to remember than ‘keep focused’ or ‘get rid of all the clutter’ etc.
I encourage people, when writing sales proposals, to do just that. Focus on the main thing and nothing else. I see too many proposals which include stuff such as ‘our other products’.
Firstly, this takes up valuable space. Secondly, it doesn’t add to what you are proposing. Thirdly, it distracts from what you are trying to propose and dilutes your message.
I try to work from the principle that people don’t like to read much and the less you give them to read, so much the better. If you can say the main thing in five pages, then say it in five. I never suggest padding it out with other information. If you desperately want to include extra, superfluous information, put it in the appendix. It’s there if the client really wants to read it and can be ignored if she doesn’t.
Your customers will recognise your focus and professionalism. They’ll thank you for not taking up their time unnecessarily or making if difficult for them.
By keeping the main thing the main thing, you will be focused and keep your client focused. It really works.
Tags: Focus, Proposal Writing
