Marketing Coach: How to Add ROI to Every Proposal

As a marketing speaker and marketing coach, I’m often asked to review my clients’ proposals to help them land 5- and 6-figure training, speaking, and consulting contracts.

The #1 most powerful strategy that will increase your hit rate no matter what you’re selling is to be clear and explicit about your client’s expected Return on Investment (ROI) — using their OWN numbers.

For example, take a look at this suggestion I made to one of my amazing management consultant clients last week… and see how YOU can model a similar section on page ONE of every proposal YOU send out…

  • Average salary of front-line manager: $38,500 (this number needs to be provided by your client – always use THEIR real number, don’t guess or assume)
  • Salary value of 100 program participants = $3,850,000
  • Cost of program (program investment + materials fees) = $21,500 
  • Making managers 10% more effective = salary value (saved time, saved money, reduced turnover, increased performance) = $385,000
  • Return on Investment = 385,000/21,500 = 1,790%

Start putting THAT front and center in your proposals and stand back!!

About the Author

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David Newman

David Newman, best-selling author of “Do It! Marketing” and creator of the Speaker Profit Formula; host of the iTunes Top 50 business podcast “The Speaking Show”; connect with David on Facebook and watch our current free on-demand masterclass.

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