Sales Tip: Proposal: Group Your Logo & Client’s Logo Together

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This Sales Tip is a Small and Simple Change You Can Make on Your Proposals, and Presentations to Improve Your Sales Through Sales Psychology. Yet, Very Powerful.

The sales tip comes from Nick Kolenda. A research nerd who studies perception and behaviour. He distils complex research into a unique style that is clear, concise, and funny. And his studies into human behaviour are a real eye-opener.

If you are sharing information with a client in a presentation or pitching with a proposal, Nick’s sales tip is to group your logo’s together. Therefore, Nick says, ‘Most prospects, customers and clients, will receive proposals from multiple sources. Ultimately, they will make their decision by imagining themselves working with each business.

And these mental images help determine which business “feels right.” Therefore, you can nudge prospects to choose your business by easing their ability to imagine working with you.’

This is similar to classical conditioning. Remember the ‘Pavlov’ experiment?

The experiment was with dogs that were conditioned to associate a bell with food. Pairing the logos’ will strengthen the link between your business and their business. Also, creating a visual partnership will help them to imagine a conceptual partnership. The prospect will imagine working with you more easily. Then, as Nick says, ‘After numerous exposures…they will misattribute this vividness with a desire.’.

Links to animated YouTube video explaining the placebo effect video with Ivan Pavlov
Ivan Pavlov’s Placebo Effect explains classical conditioning. Watch the video!

 

Visualising Us Not Working Together

In this word file, you can see that the logos are apart. According to Nick, it makes it harder for the prospect to visualise us working together:

Letter for proposal leadership training programme with coca-cola loga at the top and MBM logo at the bottom
Both Logos being a part is not a good signal

 

In this Powerpoint file, you can also see that the logos are apart. According to Nick it makes it harder for the prospect to visualise us working together:

PowerPoint slide for Letter for proposal leadership training programme with Coca-cola and MBM logos apart
This concept is not just for proposal letters but can be seen in any business collateral format

 

Visualising Us Working Together

In this word file, you can see that the logos are together which helps the prospect to visualise us working together:

Letter for proposal leadership training programme with Coca-cola and MBM logos next to eachother
Now this is better

 

In this Powerpoint file, you can also see that the logos are together. Visualisation sales tip achieved:

PowerPoint slide of Letter for proposal leadership training programme with Coca-cola and MBM logos next to each other
Apply this to all your business collaterals as well

 

Summarising This Sales Tip

I asked Nick whether adding a ‘+’ symbol is useful. He replied, ‘I think it’s helpful. The important criterion is that viewers group these two businesses via a “gestalt” mechanism. So, you might be able to achieve the same effect by placing these business names inside a rectangle or something, but I think the plus sign nudges the viewer to mentally group them.’.

Thank you, Nick. Great advice. Nick offers more resources.

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Negotiating Skills Articles and ContentNegotiation Tactics Articles and ContentNegotiation Techniques

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