What you need to hand.
WHAT IS ACTUALLY USED
A short description of what you do and for whom Pricing, in a form you can send Two or three case examples Answers to common questions A proposal template
WHAT IS RARELY USED
Long brochures Extensive presentations Company histories
WHY
Buyers want their questions answered, not a document.
WHAT TO PREPARE FIRST
Answers to the questions you are asked repeatedly.
HOW TO FIND THEM
Read your own sent messages.
WHAT A CASE EXAMPLE NEEDS
The situation What you did What resulted Permission to use it
WHY PERMISSION IN WRITING
Verbal permission is disputed later.
WHAT TO PREPARE FOR LARGER BUYERS
Security and compliance answers Insurance and registration evidence Financial standing References
WHY IN ADVANCE
They arrive urgently and stall deals for weeks.
WHAT TO KEEP CURRENT
Prices Case examples Anything containing figures
WHY
Outdated materials are sent by accident.
WHAT TO REVIEW
Which materials actually get used.
WHAT TO REMOVE
Anything that does not.
WHERE TO KEEP THEM
Somewhere findable in a conversation.
WHY
Material you cannot locate mid-call is material you do not have.
