Winning Bids and Major Deals
Gilroy has a structured Account Based Marketing and Deal Based Marketing framework to ensure you can win more bids and major deals. The most important step in the process is to understand what the customer’s biggest challenges are, and how your product or service can meet their needs.
- Be clear about your value proposition. What makes your product or service the best choice for the customer? What are the unique benefits that you offer? Be clear and concise in your communication of your value proposition.
- Build relationships with key decision-makers. In many cases, the decision of who to award a bid to is made by a committee or group of people. Take the time to build relationships with key decision-makers so that they are familiar with your company and your product or service.
- Demonstrate your expertise. The customer wants to be confident that you have the knowledge and experience to deliver on your promises. Be prepared to answer their questions and demonstrate your expertise in the field
- Follow up after the bid. Nurture and customer engagement is important during the bidding process and after the deal is won, it's important to follow up at every stage. This shows that you are still interested in their business and that you are committed to providing them with the best possible service.